Biologicals Move From Alternative to Essential: What Ag Retailers Need to Know

Biological products have spent years on the fringe of mainstream crop production, often viewed as niche tools or alternatives to conventional crop protection products. Today, however, the conversation has shifted. Increasingly, biologicals are being positioned not as replacements for traditional chemistries, but as complementary tools within broader crop management programs.

That evolving role was the focus of a recent episode of CropLife Retail Week featuring Nick Dame, Product Management Lead for Innvictis. During the discussion, Dame outlined the market trends, challenges, and opportunities ag retailers should be paying attention to as biological adoption continues to grow.

According to Dame, the biologicals market remains on a strong growth trajectory.

“There are various reports out there, and we have our own internal tracking and data sets, but anywhere in the upper single-digit to lower double-digit growth range is what’s been projected,” he said. “We would see that trend within our own systems as well.”

Several factors are driving that growth, including improved product consistency, greater grower acceptance, and the potential for additional regulatory pressure on conventional crop protection products. While biologicals still represent a relatively small portion of many retailers’ product portfolios, Dame believes their importance will continue to increase.

Not All Biologicals Are Created Equal

One of the biggest misconceptions in the marketplace, Dame noted, is treating biologicals as a single category.

“It’s probably important to take a step back and define a biological,” he said. “That’s a very broad term.”

Within the category are bioinsecticides, biofungicides, bioherbicides, biostimulants, nutrient-use-efficiency products, and stress-management technologies, among others. Adoption rates vary significantly among those segments.

Dame said products focused on nutrient-use efficiency and plant health have achieved relatively broad acceptance across both specialty and row crops. Bioherbicides, however, have faced a steeper climb.

“Weeds are very easy to see,” he explained. “There are different economic thresholds for weeds than there are for insects, mites, or diseases.”

Because growers can visibly assess weed control, expectations are often higher. That creates challenges for bioherbicides at a time when conventional products routinely deliver 95% or greater control.

The Consistency Challenge

For retailers working with biological products, efficacy and consistency remain critical concerns.

“If you see the weeds still out there, we have to get the consistency and the efficacy at a higher rate on these bioherbicides before you see widespread adoption,” Dame said.

The challenge is particularly evident when growers compare biological performance against long-established synthetic chemistries.

“In the synthetic side of the business, you’re talking about 95% to 98% control,” he said. “Now we’re talking about products that might be 50% to 60% efficacious.”

That doesn’t mean biologicals lack value. Instead, Dame believes retailers should focus on helping growers understand where biologicals fit within an overall management strategy.

A Program Approach Gains Momentum

One of the most significant shifts occurring in the biologicals sector is the movement away from positioning products as direct replacements for conventional chemistry.

“I believe there’s a fit for bioherbicides, biofungicides, and bioinsecticides, but it’s really a program approach,” Dame said.

Under that model, biologicals are integrated with traditional chemistries throughout the season. A grower might use synthetic products early to reduce pest pressure, then incorporate biologicals later in the season to maintain protection, manage resistance, or address pre-harvest concerns.

Dame sees particularly strong opportunities in specialty crops, where biological products can help growers manage insects and diseases closer to harvest due to favorable pre-harvest interval characteristics.

“Some of these biological products can go all the way up to the day of harvest,” he said.

For retailers, that creates an opportunity to build more comprehensive and customized crop protection programs.

Education Remains Critical

As adoption expands, education may be the most important service retailers can provide.

Synthetic products have been part of agriculture for decades, and growers generally understand how they work and what to expect. Biologicals, by comparison, often require different expectations and management strategies.

“In the biological world, it’s a new game,” Dame said.

He also acknowledged that the rapid influx of startup companies and new products has created confusion in some areas of the market.

“There’s a lot of noise,” he said. “You’ve got to sort the wheat from the chaff.”

That reality places additional responsibility on retailers to evaluate products carefully, understand supporting data, and help growers distinguish between proven solutions and unverified claims.

Three Lessons for Retailers

For retailers considering expanding their biological offerings, Dame offered several practical recommendations.

First, understand exactly what problem a product is designed to solve. Carrying multiple products that address the same issue can create unnecessary complexity.

Second, focus on product validation. Retailers should thoroughly evaluate performance data, manufacturing quality, and product positioning before adding new biologicals to their portfolios.

Finally, pay close attention to inventory management. Many biological products contain living microorganisms and can have shorter shelf lives than conventional chemistries.

“Inventory management is key,” Dame said. “We don’t want stuff sitting in the warehouse for four or five years.”

Looking Ahead

While questions remain around adoption rates and product performance, Dame sees biologicals becoming a permanent and growing part of the crop input landscape.

“I believe the wave of biologicals is going to continue, and the growth will continue,” he said.

Dame also predicts increasing opportunities to combine biological and conventional technologies, creating integrated solutions that leverage the strengths of both.

For ag retailers, the message is clear: biologicals are no longer a niche category. Success will depend on understanding the science, educating teams and customers, and identifying where these products fit within comprehensive crop management programs.

Want to hear the full discussion? Watch the complete episode of CropLife Retail Week featuring Nick Dame of Innvictis for additional insights into biologicals, grower adoption trends, and the evolving role of ag retailers in this rapidly growing market.