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26 SEEDWORLD.COM DECEMBER 2015 At the request of governments the Seed and Plant Genetic Resources team helps develop seed policies on all aspects related to seed industry development. When we go to countries to provide support the most common thing we find is that farmers havent adopted new vari- eties or technologies Hugo says. In most cases the scenario will be that a list of new varieties has been released. Then we search in rural areas and speak with small farmers in communities only to learn that farmers have not been using them. That bridge is extremely difficult to build he says. You need to work within a sustainable system of seed production and distribution of seed of best-adapted varieties to small seedholder enterprises at the beginning. Theres no way of initiat- ing that with a big company arriving into the country. It would not work for them. That is a major challenge. Hugo says the biggest opportunity for change is to show the yield differ- ences because that is directly related to food security. Like Hugo Beliazi works across a very wide region with many different languages and cultures. Each and every country is a formidable challenge that I like to embrace with EMEA Seeds and developing our portfolio Beliazi says. EMEA by nature is a different society than North America Latin America and so on. We need to find the right innova- tion to bring to the market along with our channel partner to help growers develop healthier crops and face the challenge of feeding a hungry world. On this front Beliazi says Bayer is making major investments in oilseeds. We entered into the market in 2012 and we have invested significantly in infra- structure in breeding and seed processing in Germany he says. We have assets in Belgium that are working to deploy inno- vation resources across EMEA. The second one is really working closer with the channel partner to develop integrated solutions with our crop protec- tion colleagues to bring on the farm as well as agronomic services and tailor made solutions that will really make a difference at the grower level. These are the two angles we are working on. In the United States Terry Schultz president of Mustang Seeds as well To view the Giant Views of the Industry video series visit SeedWorld.com. With new interviews posted throughout the year from conferences trade shows and other industry events the video series covers topics ranging from breeding to business and from policy to technology. as the Independent Professional Seed Association says one of the reasons independent seed companies are thriving is because of the relationships developed with farmers. Its a relationship business says Schultz who is based out of Madison S.D. Our customers know we have their best interest at heart. We report to our customer not to Wall Street. They know we have access to the best traits and genetics and anything they need on their farm as far as seed products we have it available to them. Schultz works through his 200-dealer network to deliver seed products to farm- ers across five states. They know Mustang Seeds is a family business and they enjoy that aspect as most producers are family farmers he says. And many times they get a black eye in the community or media because they are corporate farms. But these corporate farms have four families living on them. Yes they are a lot larger by economy of scale but at the end of the day they are still a family business and so is Mustang Seeds. Meadows-Smith knows the impor- tance of relationships. As a research and development company his business model relies heavily on partnerships. In the past 18 months weve devel- oped a very strong research and devel- opment team with 30 scientists and we are still growing Meadows-Smith says. We look to be a big player in the micro- bial space but we are in the business of research and development not sales and marketing. Thats why partnerships are pivotal. We want to partner with seed compa- nies fertilizer companies retailers and distributors. Meadows-Smith notes that smaller companies are more agnostic as to where the product comes from and thats important to realize. Our goal is to help farmers deal with challenges such as overcoming drought nematodes and other factors he says. We are looking to put multiple solutions into the hands of farmers to help increase yields and profitability. The key he says is to be focused. Meeting the Needs While 2050 might seem far away industry has their sights set on meeting the needs of that time. Industrys efforts to improve soil health preserve biodiversity and build relationships will help to achieve this goal. Fraley believes that as yields and pro- ductivity improve by the time 2050 hits agriculture will have the opportunity to convert some of the lands farmed today back into forests and pasture. I think we can be that efficient he says. I know we have the tools the challenge is will we be able to use them SW WEBWHERE ONTHE Its a relationship business. Our customers know we have their best interest at heart. We report to our customer not to Wall Street. Terry Schultz