Presented at Global Biocontrol Biostimulants Congress: USA. For more information visit: www.global-engage.com

1. Land O’Lakes, Inc.
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©2015 WinfieldSolutions,LLC
Dave Van Dam – Director, WinField Proprietary Pesticides
Biologicals: A Distributors View

2. 2©2015 Winfield Solutions, LLC
Three-Step Supply Chain
Farm Gate Excellence
Infrastructure
Crop Nutrients
Grain
Energy
Retailers
R & D
Market and Business
Development
Grower Demand
Insights
Distributors
Distribute
Manufacturer Brands
Private Label Brands
Seed and CPP
Adjuvants
Micronutrients
Seed Treatments
PGRs
Diverse Sales Team
Basic
Manufacturers

3. 3©2015 Winfield Solutions, LLC
A Bright Future for Biological Products…
• Regulatory advantages support R&D investment
• Investment will continue to drive innovation
• Innovation successes will drive market acceptance/demand

4. 4©2015 Winfield Solutions, LLC
Challenges
• Product efficacy
• Shelf life and logistics
• Storage issues
• Compatibility and mixing issues
• Grower and retailer education
• The ‘snake oil’ problem
Benefits
• Yield left on the table
• Better alternative to
conventional chemistries
• Enhancement of other products
• Environmental impact
… but today the challenges outweigh the benefits.

5. 5©2015 Winfield Solutions, LLC
Think with the end in mind.
• What crop is this being developed for?
• What is formulation type?
• What is the package type?
• What is the shelf-life?
• Do you have the sales team to create demand?

6. 6©2015 Winfield Solutions, LLC
Broad Acre Row Crops vs Specialty Markets
Corn
93 M
Soybeans
84 M
Cotton
10 M
Wheat
55 M

7. 7©2015 Winfield Solutions, LLC
Product Movement
• Many places to store product
• 100’s of warehouses
• 1,000’s of retail outlets
• Inventory shelf-life is critical
• Application Season
• Application season is often very short
• Move a lot of product in short period of time
• Need to ship product into the channel 3-6 months before
application season
• Shelf-life
• >3 years is preferred
• =2 years is manageable for higher margin
• <2 years requires logistics investment and higher margin

8. 8©2015 Winfield Solutions, LLC
Inventory Management
• Temperature Control
• Not all trucks heated/cooled
• Not all storage is heated/cooled
• Many facilities don’t have refrigeration
• Shelf-life
• Retails buy in bulk tanks, shuttles, or
pallets of product.
• Inventory often carries over to next season
• Expiration Dates
• Not easily managed
• Products with short shelf-life have
mandatory product return process at end of
season

9. 9©2015 Winfield Solutions, LLC
Ideal Package Size
• Low use rate products preferred
• Granule vs Liquid
• Liquid often preferred for tank-mixing
• Granule preferred for logistics
• Can you make a granule that mixes well?
• Bulk
• Preferred for high volume products
• Shuttles
• Most flexible logistics option for large volume
products
• Cases/Jugs
• Most common: 2 x 2.5 gal jugs (2 x 10L)
• Common, less preferred: 4 x 1 gal jugs

10. 10©2015 Winfield Solutions, LLC
Tank-mix Ability
• Application Costs
• Ground Sprayer: $5-$8 per acre
• Aerial Sprayer: $7-$10 per acre
• Tank-mixes
• Many corn and soybean applications include 7-10 products per
tank
• Herbicide, insecticide, fungicide, micronutrient, adjuvants
• Will your product tank-mix with all these products?
• If not, does it offer enough value to the grower to make
another separate application?

11. 11©2015 Winfield Solutions, LLC
Inoculants: A Case Study
Packaging: 2x2.5-gallon & 135GA Bulk
Max Rate: 24oz/ A
Registration: 39 states
Storage Temperature: None
Inoculants promised significant benefits…
- Very visible benefits
- Plant Health
- Increased Yield
- Lower fertilizer cost
But they had some major
challenges…
- Logistics – Too hot, Too Cold
- Shelf life – carryover inventory
- Inventory returns management
- Treated logistics like pesticides, but
needed to think more like seed.

12. 12©2015 Winfield Solutions, LLC
Inoculants Sales Tripled Once Logistics Resolved
Packaging: 2x2.5-gallon & 135GA Bulk
Max Rate: 24oz/ A
Registration: 39 states
Storage Temperature: None
Packaging: 2x2.5-gallon
Max rate: 25.5oz/ A
Registration: 20 states
Storage Requirements: 40 degrees F
2007 2008 2009 2010 2011 2012 2013 2014 2015 2016
Product
Logistics Issues
Distribution and Retails
Drive Demand
Time for new
innovations

13. 13©2015 Winfield Solutions, LLC
Think with the end in mind…
• What crop is this being developed for?
• Specialty crops vs Row crops
• What is formulation type?
• Dry granules vs Liquid
• What is the shelf-life?
• > 2 years: limited inventory concerns.
• < 2 years: what will be your inventory return program?
• What is the package type?
• Jugs, Bags, Shuttles, Bulk
• Do you have the sales team to create demand?
• If so, do you have funding for marketing campaign for your brand?
• If not, have you considered a distributor private label?

14. 14©2015 Winfield Solutions, LLC
A Bright Future for Biological Products…
HOW CAN WE HELP YOU SUCCEED?

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