{"id":60109,"date":"2017-08-29T11:44:55","date_gmt":"2017-08-29T15:44:55","guid":{"rendered":"https:\/\/www.agribusinessglobal.com\/?p=60109"},"modified":"2017-08-29T15:11:43","modified_gmt":"2017-08-29T19:11:43","slug":"suphur-mills-limited-to-expand-in-newer-formulations-biologicals","status":"publish","type":"post","link":"https:\/\/www.agribusinessglobal.com\/pt\/agrochemicals\/suphur-mills-limited-to-expand-in-newer-formulations-biologicals\/","title":{"rendered":"Suphur Mills Ltd. se expandir\u00e1 em formula\u00e7\u00f5es mais recentes e produtos biol\u00f3gicos"},"content":{"rendered":"

Bimal Shah, Diretor, descreve planos ambiciosos para a empresa e seus pensamentos sobre distribui\u00e7\u00e3o, o processo educacional e Make in India. Shah sentou-se com Agroneg\u00f3cio Global<\/em> no Agroneg\u00f3cio Global<\/em> C\u00fapula Comercial em Las Vegas em 7 de agosto.<\/p>\n

Leia mais sobre o Relat\u00f3rio da \u00cdndia em nossa pr\u00f3xima edi\u00e7\u00e3o de setembro\/outubro da Agroneg\u00f3cio Global<\/em>.<\/p>\n

A Sulphur Mills \u00e9 obviamente conhecida por seu produto hom\u00f4nimo, o enxofre, junto com a tradicional gama de agroqu\u00edmicos. Voc\u00ea pode falar sobre seus planos de expans\u00e3o em produtos biol\u00f3gicos?<\/strong><\/p>\n

N\u00e3o vemos os biol\u00f3gicos como uma solu\u00e7\u00e3o completa 100% para (substituir) agroqu\u00edmicos, mas definitivamente o mercado est\u00e1 aumentando. Claro, os biol\u00f3gicos t\u00eam um problema com a vida \u00fatil e a longevidade do produto, que estamos tentando resolver por meio de nossas tecnologias de formula\u00e7\u00e3o. Ainda n\u00e3o estamos comercializando, mas vejo que em um ano ou mais dever\u00edamos lan\u00e7ar uma linha biol\u00f3gica de produtos, come\u00e7ando na \u00cdndia e depois no resto do mundo.<\/p>\n

Quais s\u00e3o os tipos de produtos e por que agora?<\/strong><\/p>\n

Alguns deles t\u00eam prote\u00e7\u00e3o de IP, ent\u00e3o n\u00e3o vou entrar em detalhes, mas estamos tentando solu\u00e7\u00f5es melhores que podem quase substituir fungicidas ou inseticidas que est\u00e3o sendo usados, e tamb\u00e9m ser classificados como org\u00e2nicos. Esses s\u00e3o biocontroles.<\/p>\n

Agora estamos investindo tempo e \u00eanfase em entrar nessa \u00e1rea porque estamos espalhados por agroqu\u00edmicos (convencionais), ent\u00e3o achamos que essa era uma linha que precis\u00e1vamos repensar. Temos algumas coisas inovadoras que fizemos que ficaram muito boas em escala de laborat\u00f3rio, ent\u00e3o podemos ver como podemos aumentar o tamanho economicamente.<\/p>\n

Parece ser uma atitude l\u00f3gica, j\u00e1 que o enxofre \u00e9 seu produto caracter\u00edstico.<\/strong><\/p>\n

Somos o maior fabricante de fungicidas de enxofre na \u00cdndia. No mundo, somos o n\u00famero 3 nesta formula\u00e7\u00e3o espec\u00edfica, que \u00e9 um fungicida ou acaricida de solu\u00e7\u00e3o 80% usado principalmente em uvas, frutas e vegetais. Al\u00e9m disso, h\u00e1 outra formula\u00e7\u00e3o de enxofre que introduzimos, que \u00e9 uma formula\u00e7\u00e3o 90%, e fomos os primeiros a chegar ao mercado com ela por volta do final de 2007-08. Esse produto funciona com um quinto da dose em compara\u00e7\u00e3o com um enxofre normal. Este \u00e9 um enxofre org\u00e2nico do solo que funciona como fertilizante, e agora estamos vendendo cerca de 18.000 a 20.000 toneladas somente na \u00cdndia. Vemos mais crescimento na \u00cdndia, pois temos de 300 a 400 pessoas de campo que est\u00e3o promovendo isso dia ap\u00f3s dia. Todo mundo conhece o enxofre, mas at\u00e9 que o usem, eles n\u00e3o o veem e, portanto, n\u00e3o veem um retorno.<\/p>\n

Como funciona a distribui\u00e7\u00e3o na \u00cdndia?<\/strong><\/p>\n

A fabrica\u00e7\u00e3o acontece em nossa planta, ent\u00e3o o produto vai para nossos 40 armaz\u00e9ns. Cada armaz\u00e9m tem 10 ou 12 pessoas associadas a vendas ou marketing em cada local espec\u00edfico. Temos uma rede de 10.000 revendedores, mas os tamanhos que os revendedores cobrem s\u00e3o pequenos. H\u00e1 uma equipe de desenvolvimento de produtos que vai para o n\u00edvel da fazenda e do revendedor explicando o que \u00e9 o produto. No n\u00edvel da fazenda, h\u00e1 pequenos testes de demonstra\u00e7\u00e3o mostrando compara\u00e7\u00f5es lado a lado do desempenho do produto.<\/p>\n

Como voc\u00ea descreveria o processo educacional?<\/strong><\/p>\n

D\u00e1 muito trabalho e precisa de muito empurr\u00e3o e comprometimento. Uma vez que o fazendeiro esteja convencido, o comercial ou o pre\u00e7o n\u00e3o s\u00e3o uma preocupa\u00e7\u00e3o porque ele est\u00e1 feliz com o sucesso. O que estamos tentando dar ao fazendeiro \u00e9 um produto por quilo, mas algo que lhe d\u00ea um retorno sobre seu investimento para sua colheita. Rendimento \u00e9 uma coisa. Outro catalisador que estamos mudando no espa\u00e7o da cultura \u00e9 a aplica\u00e7\u00e3o vista em v\u00e1rios produtos. Nenhuma cultura n\u00e3o usa este produto. O enxofre \u00e9 at\u00f3xico e org\u00e2nico. Viemos com diferentes variantes e formula\u00e7\u00f5es mais novas misturadas com outros nutrientes que v\u00e3o aumentar a posi\u00e7\u00e3o da base de enxofre em nosso portf\u00f3lio.<\/p>\n

E quanto aos novos investimentos em instala\u00e7\u00f5es?<\/strong><\/p>\n

Crescemos bastante. Alguns anos atr\u00e1s, est\u00e1vamos de volta a 25.000 a 30.000 toneladas de formula\u00e7\u00f5es WG. Agora, este ano, devemos estar em 60.000 a 70.000 toneladas e, at\u00e9 o final de 2019, 100.000 toneladas.<\/p>\n

Tudo \u00e9 feito, formulado e embalado na \u00cdndia, e enviado para os 80 pa\u00edses em que operamos. Em certas geografias, h\u00e1 mais press\u00e3o. Agora temos IP suficiente conquistado no espa\u00e7o de tecnologia de formula\u00e7\u00e3o para expandir ainda mais.<\/p>\n

Em quais mercados voc\u00ea est\u00e1 focando mais intensamente?<\/strong><\/p>\n

A Am\u00e9rica do Sul \u00e9 importante. O mercado \u00e9 grande, mas \u00e9 claro que os riscos tamb\u00e9m s\u00e3o, com a devolu\u00e7\u00e3o do dinheiro pelos canais de distribui\u00e7\u00e3o. O mercado dos EUA \u00e9 complicado, mas estamos l\u00e1. A distribui\u00e7\u00e3o \u00e9 um desafio.<\/p>\n

N\u00e3o h\u00e1 outras empresas no mundo produzindo as mesmas f\u00f3rmulas de alta qualidade que n\u00f3s.<\/p>\n

O que torna os EUA mais complicados?<\/strong><\/p>\n

Distribui\u00e7\u00e3o. Est\u00e1 ficando mais fragmentada. Antes era controlada pelos cinco maiores, mas tenho ouvido que h\u00e1 menos controle agora com jogadores menores entrando no espa\u00e7o. Todo o sistema de descontos com as multinacionais tamb\u00e9m \u00e9 complicado. Aqui, voc\u00ea pode ter ouro em seu produto e ele n\u00e3o vai vender. Toda a atra\u00e7\u00e3o vem do usu\u00e1rio final, o fazendeiro. Voc\u00ea pode falar com a matriz, mas se os caras dele n\u00e3o querem o produto, as lojas n\u00e3o querem o produto. A Austr\u00e1lia funciona de forma semelhante.<\/p>\n

Qual \u00e9 a sua perspectiva sobre o Make in India?<\/strong><\/p>\n

Acho que \u00e9 bom de certa forma, mas pode ter sido feito de forma um pouco abrupta. O que estava acontecendo era que havia muito despejo de produtos de m\u00e1 qualidade. A China \u00e9 mais barata \u2013 isso pode ser verdade, mas a qualidade estava caindo. N\u00e3o havia confiabilidade ou \u00eanfase na qualidade primeiro, e isso estava sendo dado como certo. Muito material estava chegando e com base nisso eles estavam tendo economias de escala. Agora estamos vendo a China mudando tamb\u00e9m por causa da polui\u00e7\u00e3o; a \u00cdndia j\u00e1 estava tendo esses problemas e estamos tentando controlar isso. Ent\u00e3o eles disseram, tudo o que pode ser feito na \u00cdndia deve ser feito na \u00cdndia. Haver\u00e1 uma lacuna na oferta e demanda. Mas eles buscar\u00e3o alternativas.<\/p>\n

\u00c0s vezes, em uma cultura como a \u00cdndia, sinto que coisas loucas podem acontecer. Se houver uma barreira maior, as pessoas tentar\u00e3o pular ainda mais. Muitas empresas na \u00cdndia tinham muita capacidade de fabrica\u00e7\u00e3o e nem percebemos (o potencial), porque o governo chin\u00eas est\u00e1 dando um desconto de 15% no que ele est\u00e1 vendendo. Na \u00cdndia, voc\u00ea n\u00e3o vai conseguir um desconto, ent\u00e3o como o fabricante indiano vai ser competitivo? Poderia ser o contr\u00e1rio \u2013 que um imposto seria imposto sobre importa\u00e7\u00f5es. Eles fizeram a mesma coisa com a ind\u00fastria automobil\u00edstica impondo um imposto de 225%, mas foi assim que a Tata se tornou t\u00e3o forte.<\/p>\n

Mas a ind\u00fastria automotiva n\u00e3o \u00e9 uma necessidade. A agricultura \u00e9 uma necessidade, ent\u00e3o voc\u00ea precisa ter mais abertura. Eu preferiria que eles apenas aumentassem o imposto sobre as importa\u00e7\u00f5es. Por outro lado, se voc\u00ea colocar mais barreiras, custos e requisitos nos registros, pessoas s\u00e9rias estar\u00e3o mais aptas a entrar no neg\u00f3cio.<\/p>\n

Estou bem com o Make in India, mas tem que ser feito em ritmo. D\u00ea o benef\u00edcio \u00e0 \u00cdndia.<\/p>\n

Aqui est\u00e1 um exemplo: cartap. Na \u00cdndia, h\u00e1 provavelmente 20 registros de importa\u00e7\u00e3o para cartap. Destes, h\u00e1 17 ou 18 que t\u00eam um registro de fabrica\u00e7\u00e3o (al\u00e9m do registro de importa\u00e7\u00e3o) \u2013 se eles o produzem ou j\u00e1 o fizeram \u00e9 outro ponto. H\u00e1 um ou dois que realmente podem faz\u00ea-lo. Todo o produto ainda foi importado at\u00e9 agora. Mas essas empresas que t\u00eam o registro de fabrica\u00e7\u00e3o t\u00eam capacidade? Levar\u00e1 tempo.<\/p>","protected":false},"excerpt":{"rendered":"

Bimal Shah, diretor, descreve planos ambiciosos para a empresa e suas ideias sobre distribui\u00e7\u00e3o, processo educacional e Make in India.<\/p>","protected":false},"author":72,"featured_media":60110,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[4,28,6],"tags":[54,1236],"class_list":["post-60109","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-agrochemicals","category-asia","category-trade-summit","tag-featured-home","tag-india"],"yoast_head":"\nSuphur Mills Ltd. to Expand in Newer Formulations, Biologicals - AgriBusiness Global<\/title>\n<meta name=\"description\" content=\"Bimal Shah, Director, describes ambitious plans for the company and his thoughts on distribution, the educational process, and Make in India.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, 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