97
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–•
LUNCH
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Subject NB Verbatim
Technical training/ Technical days
8 For new products/market leading unique product Positioning products by countries/crops Latest Technical data updated for each countries Designed for crop specialist Better product portfolio overview
Share of experience 8 Capacity to express needs, market changes Successes and market in other regions
LPCs visits for customers (distributors/big farmers)
3
Networking 2 Product development 1 Establish a list of priority list and common program of
development
Vision of competitors and LPC strategy 1 LPC experience worldwide Market orientation Last legal requirement
Global events for customers (seminar, convention…)
1 Seminar, convention Users meeting other users
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THE OFFER
BUSINESS PERF (Commercial)
INNOVATION
EXPERTISE (Technical)
PER
SON
ALI
SED
C
OLL
ECTI
VE
o
o
o
o
BUSINESS PERF (Commercial)
INNOVATION
EXPERTISE (Technical)
PER
SON
ALI
SED
C
OLL
ECTI
VE
o
o
o
o
o
To b
e d
efine
d o
n in
divid
ual an
nu
al review
with
area man
ager
OPERATIONNAL FUNCTIONING
•
•
–
–
•
•
•
Annual conference
Apr May Jul Aug Sep Oct Nov Dec 2019 Jun Mar Feb Jan
Visit of members
Comité pilotage Steering commitee
Comité pilotage Steering commitee
Comité pilotage Steering commitee
Comité pilotage Steering commitee
Meeting Period Frequency
Annual convention
June
1 per year
Steering comity
July – Sept– Dec- Mar
4 per year
Technical days
On demand
On demand
Visit of distributors
On demand
On demand
•
•
•
•
•
•
•
•
•
•
•
Rise P 1x10E10 rate, ha potato rate/ton corn rate/ton sunflower rate/ton soybean rate/ton wheat rate/ton
rate per ton 150 250 330 200 200
1x10E9 rate per ha 1000 1000 1000 1000 1000
1x10E10 rate per ha 125 125 125 125 125
100 000,00 430 000,00 610 000,00 200 000,00 620 000,00area, ha, target 10% market share
•
•
•
•
Environmental health, home
and plants
Agriculture
Petroleum additives
Pharmacy,
Cosmetics & Related Products
BOARD OF DIRECTORS
IMPORT & EXPORT
TECHNICAL & LOGISTICS
RISK & OVERDUES
FINANCIAL & ADMINISTRATION
QUALITY & HSE
HUMAN RESOURCES
GROUP I
GROUP II
GROUP IV
GROUP V
GROUP lll
Maintenance and cleaning
products
Food
Electronics & NDT
Glass &
Environment
GENERAL MANAGEMENT
CUSTOMERS
INFORMATION SYSTEMS &
TECHNOLOGY
Coatings
Polyurethanes
Plastics
Elastomers
Ceramics & Paper
Textil
353 people Employees dedication (50 years within the company)
Training teams Internal promotion Independent management (100% CQM capital)
Profit reinvestment
CQM & Common sense
CQM & Departmental oriented
CQM & Diversification
CQM & Chemical specialties
CQM & Knowledge (market, customers and products)
CQM & Technical service
¿Why we are still here after more than 50 years?
Technical subject Your needs Period
•
•
Agribacter inoculant in russian
federation
Soybean Rhizobium
from Lage y CiaRhizocell and Greenstim
Biostimulant range in the
MENA region
Agritema Albida Alter eco Hortifeeds International
Key factors for "long lasting
distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)
Activsol & Biodynamique with LYCC
Range IntraTech with GB
Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret
Subject Verbatim NB
Product positioning
• Anticipation vs competitors • Clear strategy : crop/target • Capacity to listen and adapt to local needs • Right time and pricing (market analysis) • Delivering high quality products • Complete portfolio/products combination • Absence of competitors • Easy access products
8
Sales / Technical team
• Local data or in same cond. (2) • Good technical knowledge • Product training • Clear and simple product info • Time and autonomy for appropriation • Focus of the selling team • Involving sales force
8
Subject Verbatim NB
Distributor
• Cultivate the relationship (2) • Good geographic coverage • Specialty agriculture orientation • High technical skills
4
Events and communication
• Field days (2) • Technical days • Communication (quick& effective)
4
Management • Capacity for quick decision • Implication management/direction
2
Farmers • High value specialty crops 1
Partnership • Successful partnership (seed treating company) 1
Goodies/ incentive
• To big farmers and distributors 1
Agribacter inoculant in russian
federation
Soybean Rhizobium
from Lage y CiaRhizocell and Greenstim
Biostimulant range in the
MENA region
Agritema Albida Alter eco Hortifeeds International
Key factors for "long lasting
distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)
Activsol & Biodynamique with LYCC
Range IntraTech with GB
Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret
STRATEGY SLOGAN: WE PROVIDE ALTERNATIVE SOLUTIONS TO GROWERS QUICKER THEN COMPETITION AND IN A SUSTAINABLE WAY ! WE TAKE PERSONAL CARE OF OUR CUSTOMER’S BUSINESS
HOW DO WE WIN THE MARKET? HOW DO WE REACH LONG-TERM GOALS?
Business model in Ukraine
Agribacter inoculant in russian
federation
Soybean Rhizobium
from Lage y CiaRhizocell and Greenstim
Biostimulant range in the
MENA region
Agritema Albida Alter eco Hortifeeds International
Key factors for "long lasting
distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)
Activsol & Biodynamique with LYCC
Range IntraTech with GB
Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret
Agribacter inoculant in russian
federation
Soybean Rhizobium
from Lage y CiaRhizocell and Greenstim
Biostimulant range in the
MENA region
Agritema Albida Alter eco Hortifeeds International
Key factors for "long lasting
distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)
Activsol & Biodynamique with LYCC
Range IntraTech with GB
Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret
Agribacter inoculant in russian
federation
Soybean Rhizobium
from Lage y CiaRhizocell and Greenstim
Biostimulant range in the
MENA region
Agritema Albida Alter eco Hortifeeds International
Key factors for "long lasting
distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)
Activsol & Biodynamique with LYCC
Range IntraTech with GB
Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret
•
•
•
•
•
•
•
Agribacter inoculant in russian
federation
Soybean Rhizobium
from Lage y CiaRhizocell and Greenstim
Biostimulant range in the
MENA region
Agritema Albida Alter eco Hortifeeds International
Key factors for "long lasting
distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)
Activsol & Biodynamique with LYCC
Range IntraTech with GB
Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret
Agribacter inoculant in russian
federation
Soybean Rhizobium
from Lage y CiaRhizocell and Greenstim
Biostimulant range in the
MENA region
Agritema Albida Alter eco Hortifeeds International
Key factors for "long lasting
distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)
Activsol & Biodynamique with LYCC
Range IntraTech with GB
Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret
Agribacter inoculant in russian
federation
Soybean Rhizobium
from Lage y CiaRhizocell and Greenstim
Biostimulant range in the
MENA region
Agritema Albida Alter eco Hortifeeds International
Key factors for "long lasting
distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)
Activsol & Biodynamique with LYCC
Range IntraTech with GB
Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret
Agribacter inoculant in russian
federation
Soybean Rhizobium
from Lage y CiaRhizocell and Greenstim
Biostimulant range in the
MENA region
Agritema Albida Alter eco Hortifeeds International
Key factors for "long lasting
distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)
Activsol & Biodynamique with LYCC
Range IntraTech with GB
Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret
Commercial subject Your needs Period
“The process of translating an idea or invention
into a good or service that creates value or for
which customers will pay”
Source : businessdictionary
Field need
N Y
X Value ?
N Y
Probability of success w/ microO or derivative ?
N Y
X
X Proof of concept*
N Y
X registration
N Y
Product X *microO – exisiting, internal, external-indus, reg, agro
•
•
•
•
•
Field need
N Y
X Value ?
N Y
Probability of success w/ microO or derivative ?
N Y
X
X Proof of concept*
N Y
X registration
N Y
Product X *microO – exisiting, internal, external-indus, reg, agro
Innovations subjects Your needs Period
