{"id":53189,"date":"2015-04-06T11:27:27","date_gmt":"2015-04-06T15:27:27","guid":{"rendered":"http:\/\/www.farmchemicalsinternational.com\/?p=53189"},"modified":"2019-09-25T06:30:53","modified_gmt":"2019-09-25T10:30:53","slug":"exclusive-qa-with-adamas-ziki-levavi-china-chief-commercial-officer","status":"publish","type":"post","link":"https:\/\/www.agribusinessglobal.com\/pt\/agrochemicals\/exclusive-qa-with-adamas-ziki-levavi-china-chief-commercial-officer\/","title":{"rendered":"Perguntas e respostas exclusivas com Ziki Levavi, diretor comercial da Adama na China"},"content":{"rendered":"
\"Ziki

\u201cOs agricultores chineses est\u00e3o mais abertos do que nunca a receber conselhos objetivos e suporte de agr\u00f4nomos terceirizados. O conceito \u00e9 que, se isso pode ajud\u00e1-los a ter mais sucesso, eles est\u00e3o receptivos a isso.\u201d \u2013Ziki Levavi, Diretor Comercial da China, Adama; foto cortesia da Adama<\/p><\/div>\n

FCI<\/strong><\/em>: Qu\u00e3o grande \u00e9 o mercado da China para voc\u00ea? Como ele se classifica em termos de seus outros neg\u00f3cios ou quais s\u00e3o suas receitas?<\/p>\n

Levavi<\/strong>: A China \u00e9 uma regi\u00e3o essencial para a Adama, tanto em termos de mercado-alvo quanto de opera\u00e7\u00f5es-chave no futuro. Na pr\u00f3xima d\u00e9cada, espera-se que a China seja um dos principais mercados do mundo para prote\u00e7\u00e3o de cultivos, e pretendemos assumir um papel de lideran\u00e7a neste mercado por meio de nossa integra\u00e7\u00e3o com ativos selecionados controlados pela China National Agrochemical Corporation (CNAC), o bra\u00e7o de agroqu\u00edmicos da ChemChina (China National Chemical Corporation). Acreditamos que estamos posicionados de forma \u00fanica entre as empresas multinacionais de prote\u00e7\u00e3o de cultivos para capitalizar a oportunidade significativa da China. Nossa abordagem estrat\u00e9gica para explorar o mercado chin\u00eas difere de como abordamos nossos outros mercados, devido \u00e0 nossa estrutura de propriedade exclusiva; em 2011, a ChemChina, por meio de sua divis\u00e3o de neg\u00f3cios estrat\u00e9gicos CNAC, adquiriu 60% da Adama. Por sua vez, a Adama foi encarregada de liderar todo o neg\u00f3cio de agroqu\u00edmicos em nome do ChemChina Group. Como parte desse processo, no ano passado a Adama assinou um acordo definitivo para adquirir o controle de certos neg\u00f3cios da CNAC na China (o que chamamos de "Neg\u00f3cios da China"). Al\u00e9m disso, j\u00e1 iniciamos a constru\u00e7\u00e3o de um centro avan\u00e7ado de P&D em Nanquim (prov\u00edncia de Jiangsu) e um centro de formula\u00e7\u00e3o de \u00faltima gera\u00e7\u00e3o na prov\u00edncia de Jiangsu, adjacente \u00e0s novas instala\u00e7\u00f5es da Jiangsu Maidao (uma das empresas que iremos adquirir) na nova zona industrial de l\u00e1. Assim que concluirmos a aquisi\u00e7\u00e3o e integrarmos totalmente o China Business, o mercado chin\u00eas ser\u00e1 respons\u00e1vel por cerca de 15% dos neg\u00f3cios da Adama globalmente, tornando-se instantaneamente um dos principais mercados da Adama em todo o mundo.<\/p>\n

FCI<\/strong><\/em>: Quais s\u00e3o seus principais produtos para o mercado chin\u00eas? Por que eles cresceram t\u00e3o r\u00e1pido nos \u00faltimos anos?<\/p>\n

Levavi<\/strong>: Nosso foco tem sido, e continuar\u00e1 sendo, desenvolver um amplo e diferenciado portf\u00f3lio h\u00edbrido de solu\u00e7\u00f5es que simplifiquem a vida dos agricultores. O portf\u00f3lio da Adama \u00e9 o mais abrangente do setor, e \u00e9 isso que ofereceremos, ao longo do tempo, aos agricultores chineses. As solu\u00e7\u00f5es em nosso portf\u00f3lio ajudar\u00e3o a melhorar a efic\u00e1cia e a usabilidade durante todo o ciclo de vida do produto e incluem novos ingredientes ativos, novas misturas e formula\u00e7\u00f5es inovadoras, bem como novos m\u00e9todos de embalagem e aplica\u00e7\u00e3o. Atualmente, estamos no processo de constru\u00e7\u00e3o de nosso portf\u00f3lio de produtos na China, incluindo trabalhar diligentemente em registros de produtos. Por exemplo, um produto importante no qual estamos atualmente nos concentrando em obter aprova\u00e7\u00e3o regulat\u00f3ria \u00e9 nosso nematicida patenteado NIMITZ, que foi recentemente aprovado para uso nos EUA. O NIMITZ \u00e9 um nematicida de amplo espectro, n\u00e3o fumigante, que \u00e9 altamente eficaz no controle de nematoides parasitas de plantas. O produto pertence a uma nova classe de qu\u00edmica, oferece um novo modo de a\u00e7\u00e3o com perfis toxicol\u00f3gicos e ecotoxicol\u00f3gicos muito favor\u00e1veis e \u00e9 muito relevante para certas culturas na China.
\nFCI<\/strong><\/em>: Quais s\u00e3o as principais culturas que voc\u00ea atende na China? Qual \u00e9 a perspectiva para a \u00e1rea de cultivo?<\/p>\n

Levavi<\/strong>: Devido \u00e0 profundidade e amplitude do nosso portf\u00f3lio de produtos, nosso portf\u00f3lio global de produtos inclui produtos de prote\u00e7\u00e3o de cultivos que atendem a todas as principais culturas do mundo. Na China especificamente, vemos uma grande oportunidade no espa\u00e7o de frutas e vegetais, bem como nas grandes culturas tradicionais chinesas, como arroz, milho, trigo e algod\u00e3o.<\/p>\n

FCI<\/strong><\/em>: Quais s\u00e3o alguns dos desafios com distribui\u00e7\u00e3o? Como voc\u00ea trabalha para super\u00e1-los?<\/p>\n

Levavi<\/strong>: As pessoas ficam surpresas ao saber que a China \u00e9 o fabricante n\u00famero um de produtos de prote\u00e7\u00e3o de cultivos fora de patente no mundo. No entanto, tamb\u00e9m \u00e9 um dos mercados mais fragmentados e altamente diversificados. H\u00e1 uma estimativa de 22.000 distribuidores de prote\u00e7\u00e3o de cultivos de todos os tamanhos; pode ser extremamente desafiador obter acesso e gerenciar um n\u00famero t\u00e3o grande e diversificado de distribuidores. As vendas diretas s\u00e3o extremamente dif\u00edceis, j\u00e1 que cerca de 90% das fazendas na China s\u00e3o pequenas propriedades. Estamos planejando combinar v\u00e1rios componentes-chave para abordar esse desafio: trazer os principais especialistas da ind\u00fastria chinesa, construir uma equipe de marketing forte e compartilhar nossa experi\u00eancia global em prote\u00e7\u00e3o de cultivos com o mercado chin\u00eas. A Adama tem uma marca internacional conhecida e, quando combinamos isso com o pensamento chin\u00eas local, acreditamos que seremos capazes de posicionar as solu\u00e7\u00f5es da Adama como ofertas diferenciadas que os distribuidores chineses buscar\u00e3o levar.<\/p>\n

FCI<\/strong><\/em>: Como voc\u00ea v\u00ea a mudan\u00e7a no consumo de produtos da China? Quais s\u00e3o os drivers de demanda, em termos de educa\u00e7\u00e3o, disponibilidade e sofistica\u00e7\u00e3o?<\/p>\n

Levavi<\/strong>: Na minha experi\u00eancia, os agricultores chineses est\u00e3o rapidamente alcan\u00e7ando as pr\u00e1ticas mais avan\u00e7adas usadas na agricultura global, mas ainda h\u00e1 algumas lacunas em termos de conhecimento e tecnologia. Uma grande parte do trabalho de Adama na China \u00e9 ajudar a fechar essas lacunas por meio da educa\u00e7\u00e3o dos agricultores. Como mencionei, a maioria das fazendas \u00e9 extremamente pequena, no entanto, houve uma consolida\u00e7\u00e3o crescente nos \u00faltimos anos, e essas fazendas maiores est\u00e3o se tornando cada vez mais profissionais; como resultado, h\u00e1 uma demanda crescente pelos melhores produtos, solu\u00e7\u00f5es e tecnologias dispon\u00edveis globalmente, juntamente com o desejo de aprender as melhores pr\u00e1ticas de como melhorar a produtividade das colheitas. Como resultado da moderniza\u00e7\u00e3o, os agricultores chineses est\u00e3o mais abertos do que nunca a receber conselhos objetivos e suporte de agr\u00f4nomos terceirizados. O conceito \u00e9 que, se isso pode ajud\u00e1-los a ter mais sucesso, eles s\u00e3o receptivos a isso.<\/p>\n

FCI<\/strong><\/em>:H\u00e1 alguma mudan\u00e7a regulat\u00f3ria no horizonte que possa dificultar ou ajudar na prote\u00e7\u00e3o de cultivos?<\/p>\n

Levavi<\/strong>: \u00c0 medida que a China se torna mais globalmente consciente e aberta \u00e0 comunidade internacional, e as multinacionais est\u00e3o mirando a China para seu pr\u00f3prio crescimento, a regulamenta\u00e7\u00e3o est\u00e1 aumentando. Novas regulamenta\u00e7\u00f5es provavelmente ser\u00e3o publicadas no pr\u00f3ximo ano e esperamos que sejam mais rigorosas do que nunca. Vemos isso como algo positivo, pois muitas das novas restri\u00e7\u00f5es s\u00e3o projetadas para proteger o meio ambiente e melhorar a qualidade do produto. Claro, nossos produtos s\u00e3o fabricados com os mais altos padr\u00f5es de qualidade, ent\u00e3o estamos bem posicionados para ter sucesso nos ambientes altamente regulamentados do futuro.<\/p>","protected":false},"excerpt":{"rendered":"

\u201cEspera-se que a China seja um dos principais mercados do mundo para prote\u00e7\u00e3o de cultivos, e pretendemos assumir um papel de lideran\u00e7a neste mercado\u201d, diz Levavi.<\/p>","protected":false},"author":72,"featured_media":53192,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[25,4,28],"tags":[208,1058,54,583],"class_list":["post-53189","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-africa-middle-east","category-agrochemicals","category-asia","tag-adama","tag-china","tag-featured-home","tag-regulatory"],"yoast_head":"\nExclusive Q&A with Adama's Ziki Levavi, China Chief Commercial Officer - AgriBusiness Global<\/title>\n<meta name=\"description\" content=\""China is expected to be one of the top markets in the world for crop protection, and we intend to take a leading role in this market," says Levavi.\" \/>\n<meta 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