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SEEING IS BELIEVINGHOW CONVERTING OPV TO
HYBRIDS CORN
Small Scale FarmerYogyakarta, Feb 05
Tri Koentjoro
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PIONEER brand seeds means bigger
harvest, because Pioneer hybrids are
THE BEST AVAILABLE SEEDS IN
THE MARKET because Pioneer hasthe best research facilities and
Pioneer provides the best customer
service to ensure that farmers get the
most profit from using Pioneer brand
seeds
Pioneer Brand Seeds
We Sell Profit
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Good seed is not cheap but gives
profitable returns to farmers
HYBRID SEED 15 Kilos per Ha
or Rp 500,000 per Ha
Seed is only 15% of total cost of
production but contributes to 100%
of increase yield
Pioneer Brand Seeds
We Sell Profit
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Pull Activities
Identify key needs and concerns
-Mkt segmentation
-PAT
-Agr trials
-Hybrid positioning
Offering solutions
Demonstrating the value
of our products
-Field demo
-Field trip
-Expo
-Yield contest
-PEP / KFC
-Corn doctor- etc.
After sales services
-Field visit
-Trouble shooting
-Trials data & info
-Seed replacement
Post harvest
-GT club/ meeting
-Feed mill
-Green corn trader
-Baby corn trader
-Silage producer
-Post harvest facilities
TAME
GSS
CFS
TRACK
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Effective MarketDevelopment
Requires that Agronomist (DA/SA/SW) and
Salesman (SR) have credibility with the farmers
and the local community in term of their
Agricultural technical know-how
Ability to communicate at the customers level
Ability to analyze customers problem and
recommend solutions
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Convince farmers ofPioneerseeds and provide with agronomy
service
Get to know the OPV Market(Segmentation)
Effective Converting OPV to Hybrids
OPV
Converting
To Hybrids
Develop a dynamic sales networkto promote Pioneer brand seeds
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Agronomy service activities in OPV area
Farmers Visit
Farmers Meeting
Set up Field Demo/Trials Field Trip
Farmers Field Day (weigh wagon)
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Type of Pioneer Field Demo/Trials in OPV area
Side by Side Trials
Strip testing Supervised big demo
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Objectives of Pioneer Field Demo in OPV area
Create awareness to farmers about
Pioneers products
Demonstrate
Pioneer prod
ucts overOPV
Educate farmers on Pioneer hybrids
cultural practices
Demonstrate the profitability ofplanting Pioneer seeds
Convincing farmers to plant Pioneer
seeds
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Make Farmer aware ofhybrid
Make farmer interested in the profit ofhybrid
Make Farmerunderstand the necessary cultural practices
Convince Farmers of the superiority ofPioneer over OPV
Make sure Farmer has the means to invest & plant Pioneer
Help Farmer to obtain maximum profit
Repeat Sales
STEPS IN CREATING DEMAND FOR PIONEER HYBRIDS SEED CORN
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Cost Analysis PioneerVs OPV
ITEM HIGH INPUT LOW INPUT
Yield (Kg/Ha)
Best Hybrid (30A55) 8000 6000
Best OPV (Arjuna/Swan) 3000 2000
Value (Rp) 5,000,000 4,000,000
Seed Cost
30A55 500,000 500,000
OPV 50,000 50,000
Net Gain (Rp) 4,450,000 3,450,000
Fertilizer Rates (Kg/Ha) 650 400
Plant Density (Plant/Ha) 66,600 66,600
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Thanks