{"id":57552,"date":"2016-04-05T10:34:31","date_gmt":"2016-04-05T14:34:31","guid":{"rendered":"https:\/\/www.agribusinessglobal.com\/?p=57552"},"modified":"2019-12-09T14:11:11","modified_gmt":"2019-12-09T19:11:11","slug":"2-insights-on-the-changing-way-biologicals-are-distributed","status":"publish","type":"post","link":"https:\/\/www.agribusinessglobal.com\/pt\/biologicals\/2-insights-on-the-changing-way-biologicals-are-distributed\/","title":{"rendered":"Insights sobre a mudan\u00e7a na forma como os produtos biol\u00f3gicos s\u00e3o distribu\u00eddos"},"content":{"rendered":"<h3>1 Maior nem sempre significa melhor.<\/h3>\n<p>Toda startup adora a ideia de que seu biol\u00f3gico de modo \u00fanico far\u00e1 com que Helena e Crop Production Services briguem por direitos exclusivos sobre seu produto, e seu principal problema depois disso ser\u00e1 decidir o que fazer com as pilhas de dinheiro, apesar do fato de n\u00e3o terem for\u00e7a de vendas ou infraestrutura. Mas a realidade \u00e9 que os distribuidores s\u00e3o incentivados por margens, e chamar sua aten\u00e7\u00e3o em um mercado movido por multinacionais muitas vezes parece gritar mensagens para o vazio.<br \/>\n\u201cO que descobrimos \u00e9 que, assim como h\u00e1 fazendas inovadoras e adotantes pioneiros, h\u00e1 distribuidores e revendedores inovadores regionalmente\u201d, disse Pam Marrone, fundadora e diretora executiva da Marrone Bio Innovations, \u00e0 AgriBusiness Global.<br \/>\n<img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-52642 alignleft\" src=\"https:\/\/files.agribusinessglobal.com\/farmchemint\/wp-content\/uploads\/2015\/01\/Pam-Marrone.jpg\" alt=\"Pam Marrone\" width=\"275\" height=\"155\" srcset=\"https:\/\/www.agribusinessglobal.com\/wp-content\/uploads\/2015\/01\/Pam-Marrone.jpg 275w, https:\/\/www.agribusinessglobal.com\/wp-content\/uploads\/2015\/01\/Pam-Marrone-136x77.jpg 136w, https:\/\/www.agribusinessglobal.com\/wp-content\/uploads\/2015\/01\/Pam-Marrone-128x72.jpg 128w, https:\/\/www.agribusinessglobal.com\/wp-content\/uploads\/2015\/01\/Pam-Marrone-16x9.jpg 16w, https:\/\/www.agribusinessglobal.com\/wp-content\/uploads\/2015\/01\/Pam-Marrone-32x18.jpg 32w, https:\/\/www.agribusinessglobal.com\/wp-content\/uploads\/2015\/01\/Pam-Marrone-64x36.jpg 64w, https:\/\/www.agribusinessglobal.com\/wp-content\/uploads\/2015\/01\/Pam-Marrone-85x47.jpg 85w, https:\/\/www.agribusinessglobal.com\/wp-content\/uploads\/2015\/01\/Pam-Marrone-150x84.jpg 150w, https:\/\/www.agribusinessglobal.com\/wp-content\/uploads\/2015\/01\/Pam-Marrone-145x82.jpg 145w, https:\/\/www.agribusinessglobal.com\/wp-content\/uploads\/2015\/01\/Pam-Marrone-100x57.jpg 100w\" sizes=\"auto, (max-width: 275px) 100vw, 275px\" \/>\u201cCuriosamente, h\u00e1 um tipo muito similar de hierarquia e problemas entre os distribuidores como com as grandes empresas agroqu\u00edmicas\u201d, ela diz. Jogadores menores n\u00e3o conseguem competir em volume, ent\u00e3o, em vez disso, eles buscam maneiras de se diferenciar dos jogadores maiores.<br \/>\nOs distribuidores regionais menores e inovadores, ela diz, t\u00eam um apetite crescente por produtos de valor agregado \u2014 produtos que s\u00e3o propriet\u00e1rios e \u00fanicos. Eles querem saber como podem fazer parcerias com empresas biol\u00f3gicas que podem fornecer uma oferta de valor agregado de destaque para o produtor.<br \/>\n\u201cDescobrimos que ter distribuidores mais especializados e regionais est\u00e1 come\u00e7ando a funcionar bem para n\u00f3s\u201d, diz Marrone, cuja empresa recentemente submeteu \u00e0 EPA a aprova\u00e7\u00e3o de seu mais novo biofungicida inovador, denominado MBI-110. Marrone tamb\u00e9m est\u00e1 desenvolvendo um herbicida biol\u00f3gico que pode ser usado tanto com agricultura org\u00e2nica quanto convencional em ervas daninhas resistentes ao glifosato, e est\u00e1 mirando a submiss\u00e3o \u00e0 EPA para esse produto este ano.<br \/>\nEla aponta um efeito colateral da consolida\u00e7\u00e3o: quando os grandes fabricantes ficam maiores, eles t\u00eam mais influ\u00eancia com os distribuidores e empurram mais programas de incentivos de back-end para eles. Como os principais distribuidores dependem cada vez mais desses incentivos, os produtores &quot;podem resistir a ter muitas ofertas em pacote. Eles v\u00e3o procurar por essas ofertas independentes que podem estar dispon\u00edveis&quot;, diz Marrone. Distribuidores menores podem ser mais \u00e1geis em trazer inova\u00e7\u00e3o para os produtores. Marrone, no entanto, ainda considera os maiores distribuidores como seus maiores clientes. &quot;N\u00f3s apreciamos trabalhar com todos os tipos.&quot;<br \/>\nAfinal, n\u00e3o s\u00e3o os produtores que hesitam em experimentar produtos biol\u00f3gicos. \u201cOs produtores est\u00e3o sempre experimentando ajustes em suas estrat\u00e9gias de MIP e muitos permitir\u00e3o demonstra\u00e7\u00f5es em suas fazendas. Muitas vezes, h\u00e1 adotantes iniciais em org\u00e2nicos, porque eles t\u00eam menos ferramentas. Mesmo em convencionais, onde h\u00e1 uma necessidade n\u00e3o atendida, eles arrebatam algo antes mesmo de chegarmos at\u00e9 eles\u201d, acrescenta ela. \u201cTemos menos preocupa\u00e7\u00f5es com os produtores adotando nossos produtos do que com o canal de distribui\u00e7\u00e3o.\u201d<\/p>\n<blockquote>\n<pre>\u201cOs produtores s\u00e3o ferozmente independentes e podem resistir a ter muitas ofertas em pacote. Eles v\u00e3o procurar por essas ofertas independentes que podem estar por a\u00ed.\u201d \u2013 Pam Marrone, Marrone Bio Innovations<\/pre>\n<\/blockquote>\n<h3>2 A estabiliza\u00e7\u00e3o \u00e9 o Santo Graal.<\/h3>\n<p>Est\u00e1 com problemas para lidar com a curta vida \u00fatil dos produtos biol\u00f3gicos? A organiza\u00e7\u00e3o de pesquisa contratada Battelle, sediada em Columbus, Ohio, espera mudar tudo isso.<br \/>\nDe acordo com Josh Arnold, Diretor de Desenvolvimento de Neg\u00f3cios da Battelle Agribusiness, uma vez que um micr\u00f3bio pode ser estabilizado em temperatura ambiente ou at\u00e9 mesmo em temperaturas mais quentes, n\u00e3o importa a forma \u2014 l\u00edquida, seca ou na semente \u2014 ele prepara o cen\u00e1rio para o sucesso do ponto de vista da distribui\u00e7\u00e3o. \u201cA solu\u00e7\u00e3o \u00e9 estabilizar os micr\u00f3bios por um ano ou mais. Isso \u00e9 um tremendo valor agregado para o produtor ou fabricante do produto\u201d, ele diz.<br \/>\nPesquisadores da Battelle, diz Arnold, descobriram uma solu\u00e7\u00e3o pronta para uso para estabilizar micr\u00f3bios em sementes, para a qual entrou com um pedido de patente. Arnold n\u00e3o conseguiu entrar em detalhes, mas revelou que o projeto saiu de seus pr\u00f3prios d\u00f3lares de pesquisa, e clientes, tanto grandes quanto pequenos, expressaram interesse no produto, ele diz. &quot;\u00c9 uma inven\u00e7\u00e3o da Battelle&quot;, ele diz.<br \/>\nA tecnologia \u00e9 uma resposta ao foco da ind\u00fastria em formula\u00e7\u00f5es de revestimento de sementes e tratamentos de sementes, e n\u00e3o sacrifica a efic\u00e1cia, diz Arnold. \u201cEssa \u00e9 uma necessidade realmente grande na ind\u00fastria, e \u00e9 a\u00ed que a Battelle mostrou alguns resultados favor\u00e1veis para a estabilidade na semente desses microrganismos. A\u00ed eu realmente acho que estamos resolvendo um problema\u201d, diz Arnold. Daqui a um ano, ele diz que gostaria de ter discuss\u00f5es confidenciais com potenciais licenciados.<br \/>\n\u201cDe uma perspectiva de distribui\u00e7\u00e3o, isso remonta ao desenvolvimento em est\u00e1gio inicial de muitos desses produtos (biol\u00f3gicos). Como voc\u00ea os estabiliza, seja na semente ou na prateleira? Se voc\u00ea puder fazer isso, de uma perspectiva de distribui\u00e7\u00e3o, ent\u00e3o deve ser muito mais f\u00e1cil distribuir os produtos de forma mais eficaz\u201d, diz Arnold.<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>","protected":false},"excerpt":{"rendered":"<p>1 Maior nem sempre significa melhor. Toda startup adora a ideia de que seu biol\u00f3gico de modo \u00fanico ter\u00e1 Helena e Crop\u2026<\/p>","protected":false},"author":112,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1786],"tags":[1360,554],"class_list":["post-57552","post","type-post","status-publish","format-standard","hentry","category-biologicals","tag-battelle-agribusiness","tag-featured"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Insights on the Changing Way Biologicals Are Distributed - AgriBusiness Global<\/title>\n<meta name=\"description\" content=\"1 Bigger doesn\u2019t always mean better. 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