40 / SEEDWORLD.COM JANUARY 2018 INSIDERS ADVICE FROM INDUSTRY EXPERTS Understanding plants’ microbiome, the phytobiome THE STUDY OF the phytobiome with respect to biologicals is natural – it makes perfect sense. Since about 2000, ABM and a growing number of companies have been studying the microbiome. The phytobiome is the plant equivalent of the human microbiome. It includes the plant itself, the plant’s environment and all micro and macroorganisms living in, on or around the plant. One reason for studying the phyto- biome is so we can understand what causes plant diseases. Beneficial and pathogenic microbes are present on and in the plant and are part of the phytobiome. In about 2008, the cost of sequenc- ing individual microbes came down and people were able to look all the microbes in a biome. They had the technology to look at it and the computational ability to analyze it. There are a few approaches to study- ing the phytobiome to develop biological seed treatments. One method is to study all of the many organisms that could be in the phytobiome, characterize them bioin- formatically and then assemble a consor- tium that could contain anywhere from two to 50 or more organisms represent- ing the entire native population expected in a natural, productive setting. The approach used by ABM is to start with a seed treatment that contains a few strains of Trichoderma that we know improves plant performance. We have learned that these strains remodel the phyto- biome and what is present in the rhizosphere – not the bulk soil – right next to the root. We are changing it in terms of the organisms that are there and the func- tional profile of the phytobiome. We are changing the community function of the microbes in the local environment. This is a very robust approach. When we add our biologicals to rhizosphere we know we are recruiting beneficial organ- isms and suppressing pathogens so that the plant can perform better with its own genetics as well as perform better with the microbes that are already in the soil. We hope this is one of the answers to agricultural variability, a thorn in every farmer’s side. MOLLY CADLE-DAVIDSON, ABM CHIEF SCIENCE OFFICER @ABM1st • Mollycadle-davidson@abm1st.com • abm1st.com IF I WERE to skim the ag news headlines, much of the text would center on mergers, acquisitions and competition. There’s no question that the industry is maturing; big companies are getting bigger. Yet, in this fiercely competitive space, independent companies are thriving. While we might not have the capital advantage of the multinationals, as small businesses we are more nimble. Below are some “To-Do’s” that we find help us better compete. Stay true to yourself and your values. Don’t let yourself become entitled to the business you receive. It’s critical that we keep the perspective of needing to work hard and to earn every bit of business we can. Create partnerships. As a small busi- ness, you can’t be an expert at everything. You need align yourself with partners on both sides of the supply chain who comple- ment your core offering of products and services. Be willing to kill a project. Sometimes when you’re invested in something, it’s hard to give it a critical eye. I caution you must be honest with yourself and kill a project if it’s not working. Provide excellent service and support. This is the most important tip. Be available for customers to contact you, and then provide excellent service and support. This is what earns you repeat customers. Don’t process yourself to death. When partnering and/or competing with larger 7 Tips to Help Small Businesses Standout from the Crowd JASON KAEB KSI CONVEYORS DIRECTOR OF BUSINESS DEVELOPMENT @jasonkaeb_ksi • JasonKaeb@ksiconveyors.com • KSiConveyors.com companies, it’s easy to see the benefit of having processes, and sometimes they might request that you put processes in place that do not match your size and/or resources. Embrace technology. Identify tech- nologies that can benefit your processes, products and services. Don’t be afraid to spend money on technology, but do your homework. Value employees. If we take care of our employees, they will take care of the busi- ness. Too often, we think we value employ- ees, but we must go a step further and make sure they feel valued. Remember: Don’t get stuck in the mindset of “bigger is better.” Small businesses are the backbone of America, and in general, people like doing business with small businesses.