The Partner Principle

Traditionally, the three weeks from late September to mid-Octo­ber are the weeks that give our editorial crew some pretty interesting insight into the state of agriculture. First, there’s the CropLife America annual meeting, where the who’s who of crop protection manufacturing gather, network, and discuss the near- and long-term issues affecting agriculture and how the association will set its agenda for the coming year.

Then, in early October we host our annual PACE® Advisory Council meeting. This group of 24 industry leaders pay their own way to participate in what I’m pretty sure is one of the most fascinating think tank discussions of the year.

At CropLife America, the 2006 season was described as “challenged,” a “disappointment,” and “not a year we’d like to repeat.” This came, of course, on the heels of  the phenomenal 2005 selling season, and served to remind all of us of the overall shift away from crop protection products and toward seed traits. Besides the soybean rust bust that filled the pipeline with unused  fungicides, glyphosate-tolerant corn (in particular as a component of stacked trait varieties) is enjoying a meteoric rise in use in the Corn Belt. Estimates have glyphosate-tolerant corn covering 50% of corn acreage in the 2007 season, with some projections putting the market share at near 80% by 2009.

The short term impact on corn herbicide sales will be significant as this adoption shift takes place. A modest percentage of this will likely return in the form of preemergence programs for growers looking to reduce risk of yield loss due to weed resistance and/or heightened weed competition in continuous glyphosate-tolerant cropping. But it won’t make up for the diminishing traditional corn herbicide program.

The good news on the corn front is that agriculture needs corn, and lots of it. As you’ve read in this issue of Crop­Life® magazine, the biofuel movement is soon going to consume virtually all the corn we can produce in the near term — a trend which could last a decade. As advisors and suppliers to growers, you’re going to be central to agronomic decisions being made, from seed and traits to fertility and crop protection.

The discussion at our PACE Advisory Council meeting supported the enormous potential of biofuels. The only unsettling thing was the genuine lack of uncertainty about exactly how this trend will play out in the long term. So much could hinge on unpredictable variables, such as fuel costs and global politics. But to a PACE Advisory Council member, the feeling was that biofuels are here to stay and will have an impact for years to come.

In times of sea change and upheaval in the market, partnerships and relationships will make a big difference. In responding to the changing crop protection market, one large retail organization president told us, “I’m looking to truly partner with (a few) companies, with people I can trust will ride with me on the way down when the market is tough, as well as on the way up.”

Make no mistake, the next five years will require all your business acumen to negotiate the twisting roads agriculture will be throwing at you. Building deeper personal alliances will certainly be a key to ensuring long-term survival in the changing ag market, both with manufacturers and grower-customers.

Leave a Reply

Featured Stories

InsecticidesValent U.S.A., MGK Form Marketing Agreement
October 24, 2014
Valent has formed an agreement with Minneapolis-based MGK to manage the marketing and sales of MGK’s crop protection line of insect control products within the U.S. beginning April 1, 2015. Read More
FertilizerCF Industries Terminates Merger Discussions With Yara International
October 21, 2014
CF Industries Holdings and Yara International have terminated their discussions regarding a potential merger of equals transaction. Read More
StewardshipThree Ohio Ag Retailers Honored With 4R Certification
October 13, 2014
The 4R Nutrient Stewardship Certification Program has announced its first three agriculture nutrient service providers to achieve certified status. Read More
FertilizerJ. R. Simplot To Build New Ammonia Plant In Rock Springs, WY
October 7, 2014
The new plant will supply both the Rock Springs, WY, and Pocatello, ID, phosphate fertilizer production locations while having the capacity to meet the company’s next phase of anticipated phosphate expansion plans at Rock Springs. Read More

Trending Articles

Crop InputsPlatform Specialty Products To Acquire Arysta LifeScience
October 20, 2014
Once the acquisition is complete, Platform Specialty Products will combine Arysta LifeScience with previously acquired companies Agriphar and Chemtura Crop Solutions. Read More
Seed/BiotechMonsanto Offers New Support For Ferguson, Area Communities
October 8, 2014
Monsanto Co. has committed $1 million in new support for several collaborative efforts in Ferguson, MO, and surrounding communities in North St. Louis County. Read More
Seed/BiotechUnapproved Genetically Modified Wheat Found In Montana
October 3, 2014
USDA reports that one year after discovery of Monsanto's unapproved wheat in a single Oregon field disrupted U.S. wheat export sales, the GMO wheat has again been found in Montana. Read More
Equipment2014 Product Of The Year Voting
September 19, 2014
The deadline to vote for the 2014 CropLife IRON Product of the Year is October 31. Please cast your vote today to help us determine the winner. Read More
FertilizerFall Fertility 2014: Forecasting Fertilizer Use
September 7, 2014
Great crops this year have tapped the soil, and fall work is definitely called for, but how challenging will that get? Read More
CropLife 100CHS To Build $3 Billion Fertilizer Plant In North Dakota
September 5, 2014
The fertilizer plant in Spiritwood will be the single largest investment in CHS history, as well as the single largest private investment project ever undertaken in North Dakota. Read More

Latest News

CropLife 100ValueAct Buys Stake In Fertilizer Dealer Agrium
October 30, 2014
ValueAct has bought 8.2 million shares in Calgary, Alberta-based Agrium, making them the second largest investor in the fertilizer dealer. Read More
InsecticidesNew Research Study Shows The Value Of Neonics
October 29, 2014
The study evaluated seed treatment, soil and foliar uses of neonicotinoid insecticides in the U.S. and Canada. Read More
StewardshipUSDA To Provide $4 Million For Honey Bee Habitat
October 29, 2014
Agriculture Secretary Tom Vilsack announced today that more than $4 million in technical and financial assistance will be provided to Read More
Crop InputsValent Launches New Low VOC ProGibb LV Plus Plant Growt…
October 29, 2014
ProGibb LV Plus PGR is a high-potency, liquid gibberellic acid formulation designed to comply with California’s new air quality standards for high volatile organic compound agricultural products. Read More
Crop InputsBayer CropScience Acquires Certain DuPont Crop Protecti…
October 29, 2014
Bayer CropScience and DuPont Crop Protection have signed an agreement for Bayer to purchase certain DuPont Crop Protection Land Management assets in the U.S., Canada, Mexico, Australia and New Zealand. Read More
ManagementWest Central Names New President
October 29, 2014
West Central’s board of directors have announced their unanimous decision to name Milan Kucerak President and CEO-elect following Jeff Stroburg’s retirement at the end of the fiscal year. Read More
InsecticidesValent U.S.A., MGK Form Marketing Agreement
October 24, 2014
Valent has formed an agreement with Minneapolis-based MGK to manage the marketing and sales of MGK’s crop protection line of insect control products within the U.S. beginning April 1, 2015. Read More
StewardshipFlorida’s 4R Advocate Keeps Improving
October 24, 2014
Florida farmer Alan Jones uses the 4R principles of nutrient stewardship as the core of his fertility program, which allows him to maximize production and keep costs in check. Read More
Seed/BiotechMonsanto Named One Of The World’s Best Multinational …
October 23, 2014
Monsanto ranked No. 8 in the world’s largest annual study of workplace excellence that identifies the top 25 best multinational companies in terms of workplace culture. Read More
Crop InputsArysta Hires Former Agri-Chem, CPS Employee For Delta S…
October 23, 2014
New Territory Sales Manager Mark Peel’s primary role will focus on working with growers regarding fungicides in Louisiana, Mississippi, Arkansas and Tennessee. Read More
CropLife 100GROWMARK Announces Appointments In Plant Food Division
October 22, 2014
GROWMARK, Inc. has announced the three key staff changes in its Plant Food Division. Read More
CropLife 100GROWMARK Appoints New VP Of Finance And Risk Management
October 22, 2014
Wade Mittelstadt has been named GROWMARK Vice President, Financial and Risk Mangement, effective December 1, 2014. Read More
FungicidesEPA Approves BASF In-Furrow Corn Fungicide
October 22, 2014
Field trials show Xanthion In-furrow fungicide provides more rapid emergence, extended residual control and improved seedling health than untreated crops. Read More
EquipmentAgraScout App Available At No Cost To Universities
October 21, 2014
AgraScout, a fast and easy to use mobile crop scouting app, is now available at no cost to University students, Read More
LegislationNew Farm Bill Program To Provide Relief To Farmers Affe…
October 21, 2014
The USDA has implemented a new Farm Bill initiative that will provide relief to farmers affected by severe weather, including drought. Read More
ManagementGreenfield Scholars Program Aims To Sustain Agronomy Wo…
October 21, 2014
The program encourages talented students to study agronomy, crop and soil sciences while cultivating networks to develop the necessary workforce to sustain the profession. Read More
Paul SchrimpfPrecision Ag: Taking It To The Hill
October 21, 2014
A new coalition took the good news message of precision agriculture to Washington, DC, last month. Read More
ManagementUSDA Awards $18 Million In Small Business Research Gran…
October 21, 2014
The grants will provide high quality, advanced research and development that will lead to technological innovations and solutions for American agriculture. Read More