{"id":76120,"date":"2024-05-30T14:22:53","date_gmt":"2024-05-30T18:22:53","guid":{"rendered":"https:\/\/www.agribusinessglobal.com\/?p=76120"},"modified":"2024-05-31T11:18:57","modified_gmt":"2024-05-31T15:18:57","slug":"what-does-it-take-to-be-successful-in-the-latam-crop-protection-market","status":"publish","type":"post","link":"https:\/\/www.agribusinessglobal.com\/pt\/markets\/what-does-it-take-to-be-successful-in-the-latam-crop-protection-market\/","title":{"rendered":"O que \u00e9 preciso para ter sucesso no mercado de prote\u00e7\u00e3o de cultivos da Am\u00e9rica Latina?"},"content":{"rendered":"<div id=\"attachment_76121\" style=\"width: 906px\" class=\"wp-caption aligncenter\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-76121\" class=\"size-full wp-image-76121\" src=\"https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured.jpg\" alt=\"The Thriving in LATAM Business: Essential Keys for Success session included panelists (from left to right) Moderator Guido Azzari, Executive Director for Central America Toll Manufacture &amp;\u00a0Logistics (not pictured); Daneil Traverso, Vice President for Anasac International Corporation; Gerardo Su\u00e1rez Aguiar, Director\u00a0Amvac\u00a0Latam for Amvac; Jens Schenck, Managing Director for Agrosolutions Group International Ltd; Ferdinand Groos, CEO Central American &amp; Caribbean for Rainbow\u00a0Agro; and Irving Tejada, Crop Protection Manager for SLS\/Incofe\/Disagro.\" width=\"896\" height=\"504\" srcset=\"https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured.jpg 896w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-300x169.jpg 300w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-768x432.jpg 768w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-18x10.jpg 18w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-320x180.jpg 320w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-480x270.jpg 480w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-800x450.jpg 800w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-860x483.jpg 860w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-501x282.jpg 501w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-136x77.jpg 136w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-330x186.jpg 330w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-128x72.jpg 128w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-640x360.jpg 640w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-16x9.jpg 16w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-32x18.jpg 32w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-64x36.jpg 64w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-325x183.jpg 325w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-85x48.jpg 85w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-150x84.jpg 150w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-318x179.jpg 318w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/LATAM-2024-Thriving-in-LATAM-Business-Panel-featured-635x357.jpg 635w\" sizes=\"auto, (max-width: 896px) 100vw, 896px\" \/><p id=\"caption-attachment-76121\" class=\"wp-caption-text\">A sess\u00e3o \u201cProsperando nos neg\u00f3cios da Am\u00e9rica Latina: chaves essenciais para o sucesso\u201d incluiu os painelistas (da esquerda para a direita): Moderador Guido Azzari, Diretor Executivo, Central America Toll Manufacture &amp; Logistics (n\u00e3o retratado); Daniel Traverso, Vice-Presidente, Anasac International Corp.; Gerardo Su\u00e1rez Aguiar, Diretor, Amvac LATAM, AMVAC; Jens Schenck, Diretor Executivo, Agrosolutions Group International Ltd.; Ferdinand Groos, CEO da Am\u00e9rica Central e Caribe, Rainbow Agro; e Irving Tejada, Gerente de Prote\u00e7\u00e3o de Cultivos, SLS\/Incofe\/Disagro.<\/p><\/div>\n<p>Seis l\u00edderes de prote\u00e7\u00e3o de cultivos de empresas da Am\u00e9rica Latina exploraram recentemente as pr\u00e1ticas que fazem ou destroem empresas de prote\u00e7\u00e3o de cultivos na Am\u00e9rica Latina. Liderados por <a href=\"https:\/\/abglatam.com\/speaker\/guido-azzari\/\">Guido Azzari<\/a>, Diretor Executivo da Central America Toll Manufacture &amp; Logistics, cinco palestrantes compartilharam seus insights e opini\u00f5es durante a sess\u00e3o \u201cProsperando nos neg\u00f3cios da Am\u00e9rica Latina: chaves essenciais para o sucesso\u201d no <em>Agroneg\u00f3cio Global\u2120<\/em> <a href=\"https:\/\/www.agribusinessglobal.com\/pt\/markets\/americas\/opportunities-emerging-from-climate-change-and-oversupply-discussed-at-agribusiness-global-latam-conference\/\">Confer\u00eancia LATAM<\/a> na Cidade do Panam\u00e1, Panam\u00e1.<\/p>\n<p>Os painelistas inclu\u00edram:<\/p>\n<ul>\n<li><a href=\"https:\/\/abglatam.com\/speaker\/daniel-traverso-2\/\" target=\"_blank\" rel=\"noopener\"><strong>Daniel Traverso<\/strong><\/a><strong>, <\/strong>Vice-presidente, <strong>Corpora\u00e7\u00e3o Internacional Anasac<\/strong><\/li>\n<li><a href=\"https:\/\/abglatam.com\/speaker\/gerardo-suarez-aguiar\/\" target=\"_blank\" rel=\"noopener\"><strong>Gerardo Su\u00e1rez Aguiar<\/strong><\/a><strong>, <\/strong>Diretor, Amvac LATAM, <strong>AVAC-AM<\/strong><\/li>\n<li><a href=\"https:\/\/abglatam.com\/speaker\/ferdinand-groos\/\" target=\"_blank\" rel=\"noopener\"><strong>Fernando Groos<\/strong><\/a>, CEO Am\u00e9rica Central e Caribe, <strong>Agro Arco-\u00cdris<\/strong><\/li>\n<li><a href=\"https:\/\/abglatam.com\/speaker\/jens-schenck\/\" target=\"_blank\" rel=\"noopener\"><strong>Jens Schenck<\/strong><\/a>, Diretor-gerente, <strong>Grupo Agrosolutions Internacional Ltda<\/strong><\/li>\n<li><a href=\"https:\/\/abglatam.com\/speaker\/irving-tejada\/\" target=\"_blank\" rel=\"noopener\"><strong>Irving Tejada<\/strong><\/a>, Gerente de Prote\u00e7\u00e3o de Cultivos, <strong>SLS\/Incofe\/Desagro<\/strong><\/li>\n<\/ul>\n<p><em>*Abaixo est\u00e1 uma vers\u00e3o parcial e editada da discuss\u00e3o:<\/em><\/p>\n<p><strong>Guido Azzari: Para se destacar na Am\u00e9rica Latina, \u00e9 preciso construir uma f\u00e1brica na regi\u00e3o? <\/strong><\/p>\n<p><strong>Jens Schenk:<\/strong> N\u00e3o, n\u00e3o \u00e9 importante para o sucesso t\u00ea-lo aqui na regi\u00e3o. O motivo \u00e9 que se voc\u00ea n\u00e3o tem um volume cr\u00edtico de produ\u00e7\u00e3o nesses mercados, ent\u00e3o uma planta n\u00e3o ser\u00e1 lucrativa, e voc\u00ea n\u00e3o ser\u00e1 capaz de ver o investimento retornado. Voc\u00ea pode estar formulando para v\u00e1rias empresas, regionalmente, ent\u00e3o pode funcionar, mas n\u00e3o \u00e9 uma garantia de sucesso. Tamb\u00e9m precisamos considerar as regulamenta\u00e7\u00f5es de nossos pa\u00edses. Na Am\u00e9rica Central e do Sul, n\u00e3o h\u00e1 um conjunto de impostos e tarifas. Cada pa\u00eds est\u00e1 por conta pr\u00f3pria e isso precisa ser considerado tamb\u00e9m para responder a essa pergunta.<\/p>\n<p><strong>Irving Tejada:<\/strong> Concordo com Jens. N\u00e3o \u00e9 necess\u00e1rio ter uma planta em nossa regi\u00e3o para ter sucesso. Quando voc\u00ea tem uma estrat\u00e9gia de marca, voc\u00ea pode criar uma receita secreta com um fabricante na China ou na \u00cdndia e traz\u00ea-la ao mercado.<\/p>\n<div id=\"attachment_76126\" style=\"width: 310px\" class=\"wp-caption alignright\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-76126\" class=\"wp-image-76126 size-medium\" src=\"https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized-300x300.jpg\" alt=\"\" width=\"300\" height=\"300\" srcset=\"https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized-300x300.jpg 300w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized-150x150.jpg 150w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized-12x12.jpg 12w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized-320x320.jpg 320w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized-480x480.jpg 480w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized-330x330.jpg 330w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized-72x72.jpg 72w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized-360x360.jpg 360w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized-85x85.jpg 85w, https:\/\/d6kq167ddwbdq.cloudfront.net\/farmchemint\/wp-content\/uploads\/2024\/05\/Guido-Azzari-Web-Optimized.jpg 500w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/><p id=\"caption-attachment-76126\" class=\"wp-caption-text\">Guido Azzari, Diretor Executivo da Central America Toll Manufacture &amp; Logistics, moderou \u201cProsperando nos neg\u00f3cios da Am\u00e9rica Latina: Chaves essenciais para o sucesso\u201d.<\/p><\/div>\n<p><strong>Guido Azzari: Novas mol\u00e9culas s\u00e3o indispens\u00e1veis no portf\u00f3lio?<\/strong><\/p>\n<p><strong>Gerardo Su\u00e1rez Aguiar<\/strong>: Eu acho que ter um portf\u00f3lio de novidades pode definitivamente abrir as portas para os clientes, mas tem que ser um portf\u00f3lio diversificado. Mas ter produtos inovadores pode ser um desafio. O desenvolvimento de um novo produto leva de dois a tr\u00eas anos, e voc\u00ea precisa de uma equipe t\u00e9cnica forte. Voc\u00ea precisa de finan\u00e7as fortes sem vendas durante esse per\u00edodo de tempo.<\/p>\n<p><strong>Fernando Groos<\/strong>: Concordo com Gerado. As empresas se saem melhor quando t\u00eam um portf\u00f3lio mais amplo porque isso cria um mercado mais amplo. O mercado tamb\u00e9m est\u00e1 em constante mudan\u00e7a. Voc\u00ea pode ficar sem ferramentas ao auxiliar um cliente. Com um portf\u00f3lio robusto, voc\u00ea est\u00e1 preparado para atender \u00e0s necessidades dos clientes, n\u00e3o apenas dos varejistas, mas dos produtores. Os produtores t\u00eam um forte fardo em lidar com regulamenta\u00e7\u00f5es internacionais e locais. Em dois anos, os portf\u00f3lios mais inovadores se concentrar\u00e3o na cria\u00e7\u00e3o de valor. A desvantagem \u00e9 que aprendemos que ser muito amplo pode tirar voc\u00ea do foco. Voc\u00ea precisa se concentrar nas necessidades do mercado para se antecipar ao que est\u00e1 por vir. O que voc\u00ea pensou dois anos atr\u00e1s que poderia funcionar pode j\u00e1 ser tarde demais.<\/p>\n<p><strong>Jens Schenk:<\/strong> No geral, \u00e9 importante ter produtos inovadores em seu portf\u00f3lio, mas isso depende do seu modelo de neg\u00f3cio. Voc\u00ea precisa de grande lideran\u00e7a, produtos e alian\u00e7as com empresas na China ou os pr\u00f3prios fabricantes. Produtos inovadores n\u00e3o se vendem sozinhos. Empresas que est\u00e3o registrando produtos inovadores precisam entender que eles n\u00e3o podem ser vendidos a menos que tenham suporte em campo (suporte t\u00e9cnico). Empresas que t\u00eam produtos inovadores sem esse tipo de suporte podem encontrar dificuldades para vender esses produtos.<\/p>\n<p><strong>Daniel Traverso:<\/strong> Acho que o mercado mudou h\u00e1 uns 10 ou 15 anos. Naquela \u00e9poca, havia muito poucos produtos inovadores e registros na Am\u00e9rica Latina. Se voc\u00ea tivesse seu portf\u00f3lio registrado, voc\u00ea faria neg\u00f3cios. Agora, todo mundo tem produtos para o mercado, e h\u00e1 muita inova\u00e7\u00e3o. O mais importante \u00e9 o acesso ao mercado. Voc\u00ea precisa de diferentes tipos de produtos que complementem outros produtos em seu portf\u00f3lio. Existem produtos t\u00e9cnicos que precisam de suporte t\u00e9cnico. Se voc\u00ea n\u00e3o lidar bem com isso, pode falhar em adicionar valor comercial em sua empresa.<\/p>\n<p><strong>Guido Azzari: O que voc\u00ea diria a um amigo que est\u00e1 entrando neste setor?<\/strong><\/p>\n<p><strong>Daniel Traverso:<\/strong> A velocidade do neg\u00f3cio \u00e9 muito diferente de 25 anos atr\u00e1s. Quando come\u00e7amos, era pedra por pedra, um registro de cada vez. Tudo mudou com velocidade, compras e fus\u00f5es. Voc\u00ea precisa de uma estrat\u00e9gia que acompanhe o ritmo.<\/p>\n<p><strong>Gerardo Su\u00e1rez Aguiar<\/strong>: Desenvolva uma \u00f3tima equipe. O fator humano \u00e9 fundamental. Al\u00e9m disso, tenha uma estrat\u00e9gia clara. N\u00e3o tente atirar em todos os alvos e tenha muito cuidado com o cr\u00e9dito que voc\u00ea d\u00e1.<\/p>\n<p><strong>Jens Schenk:<\/strong> N\u00e3o fique em todo lugar. Foque em algo e seja incr\u00edvel no que voc\u00ea escolher. \u00c9 t\u00e3o importante. Anos atr\u00e1s, era aceit\u00e1vel ser generalista. Agora, \u00e9 importante ser espec\u00edfico.<\/p>\n<p><strong>Fernando Groos<\/strong>: Voc\u00ea precisa se conhecer analisando seus pontos fortes e fracos. H\u00e1 um grande escopo de oportunidades, ent\u00e3o voc\u00ea precisa descobrir o que pode fazer. Voc\u00ea tem for\u00e7a para alcan\u00e7\u00e1-lo? Pense nisso todos os dias e seja exigente sobre o que voc\u00ea vai fazer. Estamos lidando com as coisas de uma forma mais acelerada. Sua equipe \u00e9 fundamental e precisa entender o plano estrat\u00e9gico. Voc\u00ea precisa desafiar seu pessoal a executar uma estrat\u00e9gia focada.<\/p>\n<p><strong>Irving Tejada:<\/strong> Acredito que muitas coisas mudaram, mas o que n\u00e3o mudou \u00e9 como distribu\u00edmos os produtos. As cadeias de distribui\u00e7\u00e3o s\u00e3o as mesmas. Acredito que para a parte de distribui\u00e7\u00e3o do neg\u00f3cio, \u00e9 bom planejar como voc\u00ea pode alcan\u00e7ar os fazendeiros mais r\u00e1pido do que sua concorr\u00eancia em qualquer parte do territ\u00f3rio.<\/p>","protected":false},"excerpt":{"rendered":"<p>Seis l\u00edderes em prote\u00e7\u00e3o de cultivos de empresas da Am\u00e9rica Latina exploraram as pr\u00e1ticas que fazem a diferen\u00e7a no sucesso ou fracasso das empresas de prote\u00e7\u00e3o de cultivos na Am\u00e9rica Latina.<\/p>","protected":false},"author":110,"featured_media":76121,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1917,26,5],"tags":[],"class_list":["post-76120","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-abg-update-feature","category-americas","category-markets"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.7 - 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