Planning for 2027: Why Flexibility May Be an Ag Retailer’s Greatest Asset

Planning for the next crop year is never simple, but the path to the 2027 growing season may require more flexibility than usual.

That was one of the key themes discussed during a recent episode of CropLife Retail Week, where Jim DeLisi, principal at Fanwood Chemical, and Jeff Pritchard, president of WestLink Ag, shared their outlook on the crop protection market. While tariffs, trade policy and geopolitics continue to create uncertainty, both agreed that today’s marketplace still offers retailers opportunities — provided they remain disciplined in their purchasing strategies and stay closely connected to both suppliers and grower customers.

For Pritchard, the planning process has already begun.

“It’s the middle of the season,” he said. “We’re kind of regrouping and getting ready for 2027.”

As suppliers begin introducing fill programs for next year, retailers are once again weighing whether to secure inventory early or wait for additional pricing signals. This season, however, Pritchard believes patience and flexibility may prove more valuable than locking in large positions too soon.

Don’t Mistake Uncertainty for Scarcity

Although headlines surrounding tariffs and trade disputes may suggest future supply disruptions, Pritchard said the crop protection market remains well supplied.

“We’re just starting to get some fill programs thrown at us from our suppliers,” he said. “Some of them are very aggressive in terms of the incentives they’re providing.”

The reason, he explained, is simple. Many suppliers continue to work through excess inventories while trying to generate cash flow.

“I think more than anything else, inventory in the field — some companies are driven more on cash flow than they are on profitability — and they want to move that inventory,” Pritchard said.

As a result, pricing remains highly competitive.

“There’s a tremendous amount of behavioral pricing activity going on,” he said. “If I’m sitting with a supplier and I tell them we can buy truckload volumes somewhere else at a certain price, they’ll come down immediately or discount below that.”

Rather than interpreting aggressive programs as a signal that products will become scarce, retailers should recognize that many suppliers are competing aggressively for market share well ahead of the 2027 season.

Build Supplier Options — Not Inventory Positions

For retailers navigating an uncertain market, Pritchard said maintaining multiple supplier relationships remains one of the best ways to manage both pricing and supply risk.

“I think they need to challenge their suppliers or have very constructive discussions with their suppliers about total supply in the market,” he said. “They need to have a broad base of suppliers.”

Unlike fertilizer, where supply can be concentrated, the generic crop protection market remains highly competitive.

“We do have a very competitive marketplace with a lot of suppliers looking for market access,” Pritchard said.

That competition creates leverage for retailers willing to compare offers rather than committing too early.

“If you have an opportunity through an early-pay program, what we advise is to reach out to your other suppliers and see where they are in terms of their supply and their aspirations for market access,” he said.

Pritchard added that, outside of a few products, there is little reason for retailers to build unusually large inventory positions.

“I think, in general, with the exception of a few molecules, there is adequate supply in the market,” he said. “I don’t know that there’s a lot of pressure that we have to buy product now because we’re going to run out of it later.”

Know Your Growers As Well As Your Suppliers

Beyond purchasing decisions, Pritchard believes one of the biggest competitive advantages for retailers in 2027 will come from stronger customer relationships.

“I think at the retail level, we really have to get to know our farmer customers even better than we did before,” he said.

Today’s growers have access to more market information than ever before and are following input prices closely.

“The farmer has more access to this intel than he had in the past,” Pritchard said. “He’s very intelligent about where prices are going, just as much as our retailers are in a lot of cases.”

At the same time, farm profitability remains under pressure despite what appears to be another strong production year.

“We’ve got what looks like pretty good crops across the board,” he said. “But if we don’t see an improvement in the farm economy, it behooves retailers to get to know their farmers better and understand where their financials are going forward.”

Understanding a customer’s financial position, he suggested, may become just as important as understanding commodity markets.

Keep One Eye on Washington

While inventory conditions currently favor buyers, DeLisi cautioned that global trade policy could quickly alter the landscape.

“There are a lot of geopolitical things that are going to impact this business,” he said.

Because so many crop protection products — or the active ingredients used to manufacture them — are imported, retailers should closely monitor developments involving tariffs and international trade.

“Keep an eye on what’s going on with international trade,” DeLisi advised.

Several major policy decisions remain unresolved, including tariff actions and trade investigations that could affect imported crop protection products.

“If you said to me what’s the tariff situation going to be after July 24, the answer is, ‘I don’t know,'” he said.

That uncertainty reinforces the need for retailers to stay informed rather than assuming today’s market conditions will persist.

Agility Will Matter Most

Taken together, the advice from both industry leaders points toward a common strategy for the year ahead: remain flexible.

Rather than making large speculative purchases, retailers should leverage supplier competition, continuously evaluate market conditions, diversify sourcing, and strengthen relationships with growers who may face continued financial pressure.

DeLisi offered one final piece of advice for navigating what could be another unpredictable year.

“Keep your eyes and ears open,” he said. “Inventory is probably your friend, and just buckle up for kind of a roller coaster ride.”

Editor’s Note: This discussion was part of a recent episode of CropLife Retail Week featuring Jim DeLisi of Fanwood Chemical and Jeff Pritchard of WestLink Ag. To hear the complete conversation — including additional insights on tariffs, supply chains, glyphosate, and the outlook for crop protection markets — watch the full episode of Retail Week.