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36 I EUROPEAN SEED I EUROPEAN-SEED.COM INDUSTRY NEWS be closed. The restructuring is expected to be completed by the end of 2016. Bayer has acquired the plant health diagno- sis and infection level warning service pro- vider proPlant Gesellschaft fr Agrar- und Umweltinformatik mbH. The acquisition con- tinues the expansion of Bayers activities in the field of agricultural digitalisation. The company based in Mnster in North-Rhine Westphalia Germany was originally established as a spin-off by employees of the Institute for Geoinformatics at Mnster University. It will operate as Bayer Digital Farming GmbH in the future. Bayer Digital Farming GmbH develops and markets IT solutions for the European agricultural sector. In particular the company markets optimisation solutions for plant protection applications for almost all major arable crops. Limagrain through its wholly-owned U.S. subsidiary Vilmorin USA Corp. has entered into a definitive agreement to acquire Genica Research Corporation USA which is head- quartered in Dixon California. Created in 1999 Genica Research Corporation parent company of Magnum Seeds and Genista specialises in research efforts for the breeding and production of hybrid vegetable seeds. Its portfolio includes sweet and hot peppers cucumber zucchini tomato eggplant melon and watermelon. The company has 50 permanent employees based in the U.S. and Europe nearly half of whom are dedicated to research and development. The U.S. activities of Genica Research Corporation including research and farm facilities located in California and Florida will be integrated into HM.CLAUSE Inc. based in Davis California. The European activities of Genica Research Corporation including greenhouses in Spain and a research station in Italy will be integrated into Vilmorin SA based in France. HM.CLAUSE and Vilmorin are both business units of Limagrain. INDUSTRY NEWS A new study shows that wild tomatoes are better able to protect themselves against the destructive whitey than our modern com- mercial varieties. The study published in the academic journal Agronomy for Sustainable Development shows that in our quest for larger redder longer-lasting tomatoes we have inad- vertently bred out key characteristics that help the plant defend itself against predators. Led by Newcastle University UK the research shows that wild tomatoes have a dual line of defense against these voracious pests an ini- tial mechanism which discourages the whitefly from settling on the plant in the first place and a second line of defense which happens inside the plant where a chemical reaction causes the plant sap to gum up blocking the whiteflys feeding tube. Thomas McDaniel who led the research says the findings highlight the natural resistance of wild plant varieties and suggests we need to breed some of that wildness back in instead of continuously looking for new methods of pest control. By selecting for certain charac- teristics we have inadvertently lost some really useful ones explains McDaniel who is based in the School of Biology at Newcastle University. The tomatoes we buy in the supermarket may have a long shelf life and be twice as big as the wild varieties but the trade-off is an intensive and costly pest control regimeboth biologi- cal and in the form of chemical pesticides. Our research suggests that if we can breed the white- fly resistant genes back into our commercial varieties then we can produce a super tomato that not only has all the characteristics that we have selected for but is also naturally resistant to the whitefly. University of California Davis Program Management for Plant Breeders PMPB is a short course offered since 2013 and extremely well received by the plant breeding commu- nity. The 2016 PMPB will be held in Davis CA September 20-22 2016. The course is now open for registration. The course objective is to enhance the management skills of professional scientists who are leading and directing plant breeding and laboratory programs in modern agricultural research and development pro- In This Issue 02 Whos Winning in This Marketplace 03 If You Want Your Value to Be Visible You Better Charge Retail Price 04 Why Test Plots Dont Sell Seed 05 SUCCESSFUL SELLINGCounterpunchingThe Only Way to Win in this Marketplace 06 POINT OF SALEHow to Sell Anything 07 The Ten Commandments of Successful Seed Sellers What Should You Be Doing Right Now The No-Brainer WHOS WINNING IN THIS MARKETPLACE T h e O N L Y T r a i n i n g S o u r c e D e d i c a t e d T o S e l l i n g S e e d I N T E R N A T I O N A L V2 l N3 WHOS WINNING MARKETPLACE T h e O N L Y T r a i n i n g S o u r c e D e d i c a t e d T o S e l l i n g S e e d I N T E R N A T I O N A L T h e O N L Y T r a i n i n g S o u r c e D e d i c a t e d T o S e l l i n g S e e d I N T E R N A T I O N A L What Should You Be Doing Right Now What Should You Be Doing Right Now The No-BrainerThe No-Brainer MARKETPLACE In This Issue 02 Want to Know Your Future As a Seed Seller 03 Who is the Stupid One The No-Brainer 04 The No.1 Way to Control Your Future 05 SUCCESSFUL SELLINGHow to Become Better at Reading the Handwriting on the Wall 06 POINT OF SALEDont be Afraid of Feedback 07 Do As I Say Not As I Do What Should You Be Doing Right Now V2 l N2 WANT TO KNOW YOUR FUTURE AS A SEED SELLER T h e O N L Y T r a i n i n g S o u r c e D e d i c a t e d T o S e l l i n g S e e d I N T E R N A T I O N A L T h e O N L Y T r a i n i n g S o u r c e D e d i c a t e d T o S e l l i n g S e e d WANT TO KNOW YOUR FUTURE AS A SEED SELLER In This IssueIn This Issue 0202 Want to Know Your Future As a Seed Seller 0303 Who is the Stupid One The No-BrainerThe No-Brainer 0404 The No.1 Way to Control Your Future 0505 SUCCESSFUL SELLINGHow to Become Better at Reading the Handwriting on the Wall Reading the Handwriting on the Wall 0606 POINT OF SALEDont be Afraid of Feedback 0707 Do As I Say Not As I Do What Should You Be Doing Right Now What Should You Be Doing Right Now V2 l N2 WANT TO KNOW YOUR FUTURE AS A SEED SELLER T h e O N L Y T r a i n i n g S o u r c e D e d i c a t e d T o S e l l i n g S e e d In This Issue02 The No.1 Threat to Every Ag Company04 SUCCESSFUL SELLINGA Guaranteed Formula to Achieve Sales Goals 05 The No-Brainer 06 POINT OF SALEPerformance Appraisals07 Someone Has to Be the Best in the World. Why Not You THE NO.1 THREAT to Every Ag Company T h e O N L Y T r a i n i n g S o u r c e D e d i c a t e d T o S e l l i n g S e e d I N T E R N A T I O N A L V1 l N3 Train Your Entire Sales Force with International SeedSeller Training Journal Consisting of winning strategies and tactics to increase performance and productivity in the work place such as Overcoming sales objections Handling difcult calls Setting and achieving individual and team sales goals Receive your own copy of the International SeedSeller Training Journal at internationalseedseller.com Published in partnership with