Tom Karst: Now being a part of Bayer, what are challenges and the opportunities in building this market and creating more awareness of (biologics)?
Marcus Meadows-Smith: As AgraQuest we really struggled. Worldwide we had about 20 sales and marketing positions. Today at Bayer, we have 7,400. In the U.S., AgraQuest had a dozen sales people. With Bayer, we have 200 sales people. We have a lot more feet on the ground to take the story to the growers and tell them.
Tom Karst: How do you break down by commodity where new products from Bayer biologics are coming in the market?
Marcus Meadows-Smith: I think we are going to be used in different ways on fruits and vegetables, for residue management, resistance management, marketing fruit and profitability. In row crops, it will about yields.
The market drivers are strong from fruits and vegetables, but just because of the higher number of acres of (corn, soybeans and wheat), very rapidly our sales on row crops will exceed sales on fruits and vegetables.
We have started to work with a large number of players in the food value chain who are looking to have sustainability as a criteria. They like the fact our produce are produced like wine, beer or yogurt. They like the fact that it is not leaving a residue. We are starting to get our story out there.