{"id":80615,"date":"2025-10-23T17:33:14","date_gmt":"2025-10-23T21:33:14","guid":{"rendered":"https:\/\/www.agribusinessglobal.com\/?p=80615"},"modified":"2025-10-23T17:33:14","modified_gmt":"2025-10-23T21:33:14","slug":"navigating-ag-chem-distribution-in-the-u-s-independent-retailer-offers-perspective","status":"publish","type":"post","link":"https:\/\/www.agribusinessglobal.com\/es\/agrochemicals\/navigating-ag-chem-distribution-in-the-u-s-independent-retailer-offers-perspective\/","title":{"rendered":"Navegando por la distribuci\u00f3n de agroqu\u00edmicos en EE. UU.: un minorista independiente ofrece una perspectiva"},"content":{"rendered":"
\"\"

La sesi\u00f3n \u201cNavegando por la distribuci\u00f3n de agroqu\u00edmicos en EE. UU.\u201d en la Cumbre de Comercio Global AgriBusiness 2025 cont\u00f3 con la participaci\u00f3n de panelistas (de izquierda a derecha) Jeff Pritchard, director ejecutivo de Westlink Ag Group; Amy Asmus, propietaria y vicepresidenta de Asmus Farm Supply; Casey McDaniel, vicepresidente de Loveland Products; y el moderador Mike Snyder, presidente de Red Rocket Consulting.<\/p><\/div>\n

Entrar al mercado estadounidense de productos qu\u00edmicos agr\u00edcolas requiere m\u00e1s que un producto innovador: exige un plan de distribuci\u00f3n inteligente y estrat\u00e9gico. Ese fue el mensaje principal. \u201cNavegando por la distribuci\u00f3n de agroqu\u00edmicos en EE. UU.\u201d<\/em>, una mesa redonda en el 2025 AgriBusiness Global<\/strong> Cumbre de Comercio de Agribusiness Global<\/strong>.<\/p>\n

La sesi\u00f3n analiz\u00f3 los tres primeros niveles de la distribuci\u00f3n de productos qu\u00edmicos agr\u00edcolas en EE. UU. y ofreci\u00f3 perspectivas pr\u00e1cticas para las empresas que buscan ingresar o expandirse en este complejo mercado. Entre los panelistas se encontraban Jeff Pritchard<\/strong>, Director Ejecutivo de Grupo agr\u00edcola Westlink<\/a>; Casey McDaniel<\/strong>, Vicepresidente de Productos Loveland<\/a>; y Amy Asmus<\/strong>, Propietario y Vicepresidente de Suministros agr\u00edcolas Asmus, Inc. <\/a>La sesi\u00f3n fue moderada por Mike Snyder<\/strong>, Presidente de Consultor\u00eda Red Rocket<\/a>.<\/p>\n

Representando la perspectiva del minorista independiente, Amy Asmus comparti\u00f3 c\u00f3mo su empresa, una empresa familiar de segunda generaci\u00f3n con sede en el norte de Iowa y el sur de Minnesota, gestiona las relaciones de suministro, la selecci\u00f3n de productos y la gesti\u00f3n de riesgos en una industria competitiva y en constante cambio.<\/p>\n

\u201cSomos verdaderamente independientes\u201d<\/strong><\/h2>\n

Asmus comenz\u00f3 describiendo lo que hace que los independientes sean distintos (y a veces malinterpretados) en el panorama del comercio minorista agr\u00edcola de EE. UU.<\/p>\n

\u201cUna cosa sobre los minoristas independientes: somos verdaderamente independientes\u201d, dijo. \u201cPuedo decirles lo que s\u00e9 y lo que creo que otros podr\u00edan hacer, pero en realidad, todos somos individuos. Si van a trabajar con este grupo, necesitan una estrategia de segmentaci\u00f3n para identificar con qu\u00e9 minoristas tendr\u00e1n \u00e9xito y cu\u00e1les podr\u00edan no ser la opci\u00f3n adecuada\u201d.\u201d<\/p>\n

Asmus Farm Supply ocupa el puesto n\u00famero 50 en la CropLife 100<\/em> <\/a>lista \u2014"justo en el medio", brome\u00f3, "as\u00ed que puedo considerarme la del medio o la n\u00famero uno en la mitad inferior. Elijo ser la n\u00famero uno".\u201c<\/p>\n

La empresa ahora est\u00e1 capacitando a su tercera generaci\u00f3n de l\u00edderes, y aunque esa pr\u00f3xima generaci\u00f3n est\u00e1 \u201cun poco muerta de miedo\u201d, Asmus lo ve como algo bueno: \u201cLos mantiene humildes y aprendiendo\u201d.\u201d<\/p>\n

El papel del mayorista<\/strong><\/h2>\n

Al describir la posici\u00f3n de su empresa, Asmus explic\u00f3 que Asmus Farm Supply opera dentro del sistema de distribuci\u00f3n de tres etapas: fabricante, mayorista y minorista. Si bien algunos cuestionan la sostenibilidad de esta estructura, ella afirma que sigue funcionando bien para su negocio.<\/p>\n

\u201cNuestros socios mayoristas son una extensi\u00f3n de lo que hacemos internamente\u201d, explic\u00f3 Asmus. \u201cMi negocio es muy eficiente. No tengo tiempo para evaluar personalmente cada producto o proveedor, as\u00ed que dependo en gran medida de mis socios de la cadena de suministro para evaluar los productos y seleccionar lo mejor para nuestros sistemas de cultivo y la regi\u00f3n\u201d.\u201d<\/p><\/blockquote>\n

Esa confianza hace que la confianza sea esencial. "Revisar un producto, evaluar los datos y garantizar su buen rendimiento en las mezclas de tanque para nuestros productores requiere mucho tiempo y confianza. Esto supone un gran esfuerzo para peque\u00f1os minoristas independientes como nosotros".\u201c<\/p>\n

Calidad, Agronom\u00eda y Riesgo<\/strong><\/h2>\n

Para Asmus, cada decisi\u00f3n gira en torno a la agronom\u00eda y la confianza. "Tenemos una excelente relaci\u00f3n con nuestros agricultores y nos basamos en la agronom\u00eda. Todos nuestros vendedores son agr\u00f3nomos; nos dedicamos a la agronom\u00eda". ventas<\/em>, No 'agronom\u00eda y ventas'. Cada agr\u00f3nomo vela por los intereses del agricultor.\u2018<\/p>\n

No se anda con rodeos sobre el riesgo: "Puedes hacerme muchas cosas y te perdonar\u00e9, pero destruir el campo de uno de mis agricultores no es una de ellas".\u201c<\/p>\n

Por eso la calidad del producto, la estabilidad de la formulaci\u00f3n y el rendimiento en condiciones reales son tan importantes. "La mayor\u00eda de nuestros productores aplican los productos ellos mismos, no con aplicadores personalizados", dijo. "Necesitamos productos que se mezclen bien y se mantengan estables en el tanque".\u201c<\/p>\n

Consideraciones pr\u00e1cticas: empaquetado, programas y marca<\/strong><\/h2>\n

Si bien la innovaci\u00f3n impulsa el mercado de la agroqu\u00edmica, los detalles pr\u00e1cticos suelen decidir qu\u00e9 productos llegan a los estantes de las tiendas. "El empaque es importante", dijo Asmus. "Si un pal\u00e9 contiene 180 galones, pero un tanque a granel contiene 250, voy a optimizar el espacio y la eficiencia".\u201c<\/p>\n

Tambi\u00e9n destac\u00f3 la importancia de los programas de devoluci\u00f3n, la protecci\u00f3n de inventario y las condiciones de cr\u00e9dito que se ajusten a las realidades del flujo de caja. \u201cEl clima, las condiciones del mercado y los planes de cultivo pueden cambiar r\u00e1pidamente. Tener flexibilidad y una relaci\u00f3n s\u00f3lida con los proveedores marca una gran diferencia\u201d.\u201d<\/p>\n

En cuanto a la marca, Asmus fue claro: \u201cNo trabajamos con marcas blancas. Puede que te diferencien en teor\u00eda, pero normalmente se trata del mismo producto con un nombre diferente. Nos apoyamos en la marca del fabricante y en el apoyo de marketing para educar a los productores\u201d.\u201d<\/p>\n

Delgado pero decisivo<\/strong><\/h2>\n

Operar con eficiencia no significa operar a peque\u00f1a escala. "Eficiente no significa d\u00e9bil", enfatiz\u00f3. "Significa que no tenemos el personal para evaluar cientos de productos nosotros mismos. Dependemos de nuestros socios de confianza, nuestros mayoristas, que act\u00faan como una extensi\u00f3n de nuestro negocio".\u201c<\/p>\n

Ser independiente tambi\u00e9n permite tomar decisiones r\u00e1pidamente. "Mi esposo, mi hijo y yo, junto con algunas personas clave, podemos decidir r\u00e1pidamente qu\u00e9 vamos a comprar y c\u00f3mo apoyaremos a nuestros productores. No tenemos que esperar aprobaciones corporativas ni reuniones de la junta directiva".\u201c<\/p>\n

Para los proveedores que buscan ingresar al mercado estadounidense, el mensaje de Asmus fue simple pero estrat\u00e9gico: comprender la estructura del minorista, respetar su tiempo y generar una confianza que dure m\u00e1s all\u00e1 de una sola venta.<\/p>","protected":false},"excerpt":{"rendered":"

Amy Asmus, minorista agr\u00edcola independiente, comparte sus conocimientos sinceros sobre las asociaciones con proveedores, la evaluaci\u00f3n de productos y por qu\u00e9 la confianza impulsa el \u00e9xito en la distribuci\u00f3n de productos qu\u00edmicos agr\u00edcolas en EE. UU.<\/p>","protected":false},"author":110,"featured_media":80616,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1917,4,26,1848],"tags":[54,1913],"class_list":["post-80615","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-abg-update-feature","category-agrochemicals","category-americas","category-executive-outlook","tag-featured-home","tag-trade-summit-exclusive"],"yoast_head":"\nNavigating Ag Chem Distribution in the U.S.: Independent Retailer Offers Perspective - AgriBusiness Global<\/title>\n<meta name=\"description\" content=\"Independent ag retailer Amy Asmus shares candid insights on supplier partnerships, product vetting, and why trust drives success in U.S. ag chem distribution.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.agribusinessglobal.com\/es\/agrochemicals\/navigating-ag-chem-distribution-in-the-u-s-independent-retailer-offers-perspective\/\" \/>\n<meta property=\"og:locale\" content=\"es_MX\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Navigating Ag Chem Distribution in the U.S.: Independent Retailer Offers Perspective - 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