JANUARY 2019 SEEDWORLD.COM / 43 INSIDERS ADVICE FROM INDUSTRY EXPERTS The Biologicals Paradox THE MOST REMARKABLE aspect about biological products is that they are living organisms, and the most challeng- ing aspect about biological products is that they are living organisms. Handling a living organism, such as a microbe, when treating seed is much dif- ferent from handling a chemical seed treat- ment product. Of the many factors driving biological product development, how the organism is formulated and subsequently handled are among the most significant. In an ideal world, users would like to mix biologicals with the chemicals that are designed to kill them and have eve- rything turn out okay. Yet, it’s not neces- sarily the active ingredients in chemical products that kill the microbes and wreak the most havoc, but the inactive ones, such as detergents. That soap you wash your hands with? You do that to kill germs (microbes) on your hands. A major for- mulation target is advanced formulations that can protect biologicals from the harsh actives as well as inactives. Beyond survival in the jug or tank, bio- logicals can be subjected to massive shear- ing forces in seed treaters. Mechanical equipment that works well to disperse chemicals and provide for even coverage can really damage microbial cell walls and membranes. The good news is that many seed treaters now have secondary tanks and ports specifically for the application of biologicals such that they do not expe- rience the atomizers or spinning discs that are used for other inputs. These are just two factors ABM and other developers need to consider. I believe today’s biological products must fit into current and future seed treatment systems — they must be fully integrated into both conventional and organic agriculture. The good news is that as an industry we are getting closer every day to overcoming the weaknesses of the biological organism in our pursuit of their potential for agricultural benefit. MOLLY CADLE-DAVIDSON, ABM CHIEF SCIENCE OFFICER @ABM1st • Mollycadle-davidson@abm1st.com • abm1st.com I RECENTLY HAD the honour of attending the 25th annual Asia and Pacific Seed Association (APSA) Asian Seed Congress in Manila, Philippines. APSA is the world’s largest regional association, with membership from over 50 countries. Networking is a central function at events like APSA’s World Congress. Like all skills, practice makes perfect. Attending meetings and events is great practice for honing network- ing skills. If you are like me and trying to practice your networking skills, here are a couple of tips which recently helped me: 1. Quality over quantity. “Working a room” by trying to introduce yourself to as many people as possible may work for those truly memorable and charismatic people. For most people, engaging in a few longer conversations is the best approach. 2. Target smaller groups. Networking is about relationships and making a personal connection. Instead of trying to break into a large group, join a table with only one or two people. 3. Focus on being the best you. An introvert trying to be an extrovert is going to seem forced or awkward. Sometimes just listening leaves a lasting impression. 4. Do your research. Study the con- ference’s attendee list. Identify who you want to connect with — and why. Do your research on those people. LinkedIn is a fan- tastic tool for putting a face to a name and/ or learning about a contact’s background. The more you know, the easier it will be to start up a conversation with them. 5. Prepare a few ‘go-to’ questions. Have a couple of questions in mind that you could ask anyone. For example, something as simple as “where are you from,” or “how was your trip in?” If you really want to get remembered, try asking something unexpected but easily answered. Something like, “What did you have for breakfast today?” It’s not a standard ques- tion so will often grab attention and create a reaction. My golden rule with networking is to find a commonality. Where may interests overlay? Delegates at the APSA Congress may have spoken different languages and came from many different countries but were all there for similar reasons – to advance the seed industry. Don’t forgot to follow up after a networking event. A simple email or note can go a long way. You’ve made a contact, now the work begins to develop a relationship. Five Tips For Event Networking (Or, What I Learned In Manila) KELLY SAUNDERSON, ISSUES INK DIRECTOR OF CLIENT SERVICES @Issuesink • ksaunderson@issuesink.com • issuesink.com/create-by-issues-ink