Performance is All About Choice
On Monday August 31, Brett Begemann, EVP, Global Commercial lead, presented to more than 120 performance partners on the eve of the 2009 Farm Progress Show.
“Performance partners are those farmers that plant DEKALB® and Asgrow® brands on 75-percent or more of their acres,” Dieter Holtz, U.S. national brands lead, said. “We have around 6000 performance partners throughout the U.S. and we invited 130 of them from surrounding areas to attend Brett’s presentation.”
Bringing in the performance partners was a matter of recognition.
“It was very important to recognize these partners as they are the farmers that really commit the most to us,” Holtz said. “They are the ones that trust us the most. Performance partners partner up with Dekalb and Asgrow and believe in our superior product offering.”
Begemann’s presentation covered Monsanto’s commitment to sustainable agriculture and two of those crops that are building on that promise to double yields by 2030-Genuity™ SmartStax™ corn and Genuity™ Roundup Ready 2 Yield® soybeans. He noted several times how important it was for these products to improve the farmers’ bottom line while helping to meet global demand.
For Begemann, seeing is believing when it comes to Genuity™ Roundup Ready 2 Yield® soybeans. And for Genuity™ SmartStax™ corn, the potential for increased yields and profitability is key.
“I have seen the five beans per pod in the field with my own eyes,” Begemann said. “Those extra beans per pod have us on our way to double yields in soybeans. Genuity™ SmartStax™ corn is once again proof that Monsanto Company is taking the proper steps to help farmers reduce refuge and help provide them with peace of mind with a dual mode of action both above and below the ground.”
Following Begemann’s presentation was an extensive question and answer session. The two main focal points were price and choice.
“We price according to performance,” Begemann said. “And if it turns out that we are the highest-priced company it means our competitors are recognizing that their performance is not equal to ours, and they are pricing according to their performance. We believe pricing according to performance will help our seed and trait products to deliver better returns for our customers versus any competitive program.”
Regarding choice, one farmer said that if Monsanto has this commitment to double yields, this means that we’re going to become more powerful, which in turn means that you’ll be limiting our choice.
“When we came out with our first traits we considered only marketing them in our brands or licensing them to many seed companys,” Begemann said. “We decided to move ahead with a broad licensing approach which provided many seed companies the opportunity to sell our traits and we have continued that with subsequent products.”
Begemann said that this approach helps to provide farmers many choices of seed and still have access to market leading traits. At the same time it encourages Monsanto to strive even harder to deliver better performing genetics to compete for the farmers business.
“It is true that our share of the sales has increased but it is not from acquisitions,” Begemann said. “We purchased around 17 share points during a time when the market leader had over 40. Today we have used our product to grow that business to over 35 share points while Pioneer is around 30-share.”
“By putting the best performing genetics in the bag with the preferred traits in the market farmers have chosen to purchase more of our seed,” Begemann said. “Our goal is to continue providing products to our farmer customers that deliver more to their bottom line with the hope they will continue to purchase more”
Monsanto Company is a member of Excellence Through Stewardship® (ETS). Monsanto products are commercialized in accordance with ETS Product Launch Stewardship Guidance, and in compliance with Monsanto’s Policy for Commercialization of Biotechnology-Derived Plant Products in Commodity Crops. This product has been approved for import into key export markets with functioning regulatory systems. Any crop or material produced from this product can only be exported to, or used, processed or sold in countries where all necessary regulatory approvals have been granted. It is a violation of national and international law to move material containing biotech traits across boundaries into nations where import is not permitted. Growers should talk to their grain handler or product purchaser to confirm their buying position for this product. Excellence Through Stewardship® is a registered trademark of Biotechnology Industry Organization.
IMPORTANT: Grain Marketing and Seed Availability: Genuity™ SmartStax™ has received the necessary approvals in the United States, however, as of September, 3, 2009, approvals have not been received in certain major corn export markets. Genuity™ SmartStax™ will not be launched and seed will not be available until after import approvals are received in appropriate major corn export markets. B.t. products, including Genuity™ SmartStax™ may not yet be registered in all states. Check with your Monsanto representative for the registration status in your state.
ALWAYS READ AND FOLLOW PESTICIDE LABEL DIRECTIONS. Roundup Ready® crops contain genes that confer tolerance to glyphosate, the active ingredient in Roundup® brand agricultural herbicides. Roundup® brand agricultural herbicides will kill crops that are not tolerant to glyphosate. Asgrow®, DEKALB®, Genuity™, Genuity and Design™, Genuity Icons, Roundup®, Roundup Ready®, Roundup Ready 2 Technology and Design™, Roundup Ready 2 Yield®, SmartStax™, and SmartStax and Design™ are trademarks of Monsanto Technology LLC. Liberty Link and the Water Droplet Design® is a registered trademark of Bayer CropScience AG. Herculex is a trademark of Dow AgroSciences LLC. Respect the Refuge and Corn Design® is a registered trademark of National Corn Growers Association. All other trademarks are the property of their respective owners. ©2009 Monsanto Company.
