Produtos biológicos: o fator de diferenciação
26 de janeiro de 2026 What some companies consider a challenge, others recognize as an opportunity. With regulation barriers, convincing growers to try new products, and efficacy hurdles, biological companies are finding innovative ways to overcome these challenges while at the same time standing out among the rest.
Em um recente AgriBusiness Global AO VIVO! webinar on biologicals, five experts discussed ways biological companies can distinguish themselves from the competition. These experts included Dr. Nathan Kleczewski, Technical Product Lead for Biologicals Syngenta; Dr. Sara Monteiro, Head of Global R&D Biocontrol and Adjuvants, Rovensa Next; Dr. Brooks Coetzee, Biologicals Business Partner, Corteva; Carlos Ledó Orriach, Founder and CEO, Veganic; and Dr. Willian Batista Silva, Technical Product Development Manager LATAM/CAC, Rainbow Bio.
Listen to the full webinar here.
Set Clear Expectations
Synthetics deliver clean data and broad environmental performance, whereas biologicals are more context specific. To address this challenge, companies must implement a mindset shift to educate distributors that these products do not behave exactly like synthetics.
“You have to put your customer farmer at the center of everything you do. You need to make sure they have a predictable return on the investment…you need to have expectations of robust reliability and ease of adoption.” – Dr. Brooks Coetzee
Provide Education
It’s not only the farmers that require an education on how biologicals work. Third-party consultants and distributors also need to be trained in how to work with the products.
“This is the part we skip over — a lot of times we only go to the growers. [Third parties] also need an education on how to work with live microbial products.” – Dr. Brooks Coetzee
Increase Consistency
Biologicals tend to feature higher batch variability and shorter shelf lives. To address this, companies can look at ways to improve consistency and practical usability.
“Future generations of products should focus more on metabolites rather than microorganisms.” – Dr. Willian Batista Silva
“We’re looking at how do we tighten those quality control windows. How do we minimize those conditions that could impact the performance? How do we optimize those formulations?” – Dr. Nathan Kleczewski
Consider Compatibility with Other Products
Not only do biologicals need to be simple to use, but Montiero adds that they need to be effective even after being mixed with other chemistries in the field.
“The approach of using a biocontrol in the field needs to be much more technical…[and] how the grower needs to include these types of products in their normal programs.” – Dr. Sara Monteiro
Develop New Talent
With biological products, each company has its own formulas, products, and technologies.
“So, it’s essential for companies to find talent with the knowledge and expertise to handle these types of product.” – Carlos Ledó Orriach.
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