Page 1
Page 2
Page 3
Page 4
Page 5
Page 6
Page 7
Page 8
Page 9
Page 10
Page 11
Page 12
Page 13
Page 14
Page 15
Page 16
Page 17
Page 18
Page 19
Page 20
Page 21
Page 22
Page 23
Page 24
Page 25
Page 26
Page 27
Page 28
Page 29
Page 30
Page 31
Page 32
Page 33
Page 34
Page 35
Page 36
JANUARY201221iso17025testingforP877-692-7611ext.5Eanalytical.brookingssgs.comwww.sgs.comx0GMOsx0MycotoxinsincludingOchratoxinx0Andmoresgstestingservicesx0Quickturnaroundtimex0Real-timewebresultsavailable247thesgsadvantageDespitealltheplanningx1dorecastingx1dutureseeddemandisalwaysx1cabest-guessscenariox1daccordingtoZeghers.Somepartsox1dtheprocessareentirelyoutox1dtheseedretailerx19shandsnomatterhowcarex1dullytheyselectandstockvarietiesbasedontrendstheyobserveandcustomerorders.x1cWhengrowersdonx19tpickupwhattheyordertherex19snotmuchyoucando.Plansdochangex14youhavetobeunderstandingox1dthatx1dZegherssays.x1cWex19lltakebookingorderswex19llgiveadiscountix1dthex1darmerpayscash.Butix1dhedecidesnottotakeitinthespringwehavetofgureoutwheretomoveit.x1dLathamhasthesamephilosophy.x1cItisdix1dfculttox1dorecastwhattherightproductsaregoingtobex1dhesays.x1cYoux19vegottobringoutyourcrystalballandx1digureoutwhatthetrendswillbeintheyearsahead.Thatx19sthebiggestchallengeintheseedbusiness.x1dKeepinginTouchThatx1ccrystalballx1dtomanyseedretailersiscomprisedox1dmanythingsincludingmarketreportsandx1dederaldatax14andincreasinglycommunicationstechnology.Lathamx19ssalesrepresentativescarryiPadssendoutclientsurveysanduseagenciestocallgrowersx1candgetareadonwhattheyx19reseeding.x1dOtherssendoutmassemailsortexts.Nomatterwhatkindox1dtechnologyormethodox1dcommunicationisusedaccordingtoBradleyPinkertonManitobamarketingrepresentativex1dorSeCanthebottomlineisthatseedretailersmuststayontopox1dwhattheircustomerswant.Hesaysthatpartox1dthedix1dfcultyinplanningx1dorthex1dutureisduetox1darmersleavingseedordersuntilaslateaspossible.x1cOurretailersarehearingx1dromtheircustomerslaterandlatereachyear.Thatmakesitchallengingbecauseyoucanx19tcleanawholebunchox1dseedin30days.Soourretailersrelyonmarketsignalsx14orderssalesdiscussionsx14tomakethedecisionabouthowmuchseedtoclean.x1dTheonusPinkertonsaysisontheseedretailertoensurethelinesox1dcommunicationwithcustomersstayopen.x1cThebiggestchallengewithlateorderscomestoseedretailerswhoareordertakersratherthanordermakers.Anordermakerissomeonewhogetsonthephoneandcallsallthecustomerswhileanordertakerissomeonewhowaitsx1dorthecustomertocallthemx1dheexplains.Ultimatelyix1daseedretailerox1dx1dersthebestpossibleproductandservicetogrowerstheoddsaretheyx19llhavehappycustomerswhoorderseedandx1dollowthroughonthepurchasex14butcommunicationiskeyheretoo.x1cThatx19sthetypeox1drelationshipwex19relookingx1dorwithourcustomersx14arelationshipwheretheytelluswhattheyx19reseeingandwhattheyx19relookingx1dorsowecanstayaheadox1dthetrendx1dsaysLatham.x1cThoserelationshipsarereallythekeyx1dorusinchoosingproducts.x1dJulienneIsaacsOneonOneSurveysSeCanhasrecentlylaunchedax1cSeedPriorityNeedsx1dsurveynotepadtotheirretailersx14representativesconductashortsurveywiththeirgrowerswhorankthetraitsmostimportanttothem.x1cThispapercanthenbeusedtomakeavarietyrecommendationbasedonafarmerx19sneedsnotsimplywhatthelatesthottestvarietyisx1dsaysPinkerton.x1cThishelpsretailersgettoknowwhattheircustomerbaseisreallylookingforsotheycansourcenewvarietiesthatmeetthoseneeds.x1dTraitsgrowerscanchoosefromincludethefollowingProteinThreshabilityPlantHeightInsectToleranceFusariumResistanceColourRetentionSproutingToleranceMaturityStrawStrengthYieldRustResistancePremiumMarket