Program Focused on the Adoption of Agricultural Bio-inputs

To offer specialized training to professionals in the agricultural bio-inputs sector so that they can design, lead and participate in innovative and effective business development processes, driving the growth and consolidation of the industry.

• Independent professionals who work in the marketing of seeds, plant protection products and fertilizers and require specific tools for the sale of biological inputs.

• Professionals who are already involved in market development and new business in biological products and wish to acquire new knowledge and tools.

• Distributors already operating in the agricultural sector and incorporating bio-inputs into their product portfolio.

• Independent consultants who wish to acquire greater knowledge of the biologics industry.

• Managers of marketing departments in biological companies who require additional knowledge for the development of commercial strategies.

• Startup owners and SMEs that develop biologics and face challenges in structuring the commercial channel.

Module 1: Introduction to the problems of marketing and adoption of bio-inputs. 

Content:

• Particularities of the bio-inputs market and the challenges in adoption.
• Current competitive and strategic map at the global level and in Argentina.
• Needs for the development of the bio-inputs market.
• Exploration of the barriers and obstacles for those who market bio-inputs.
• User perception. The last mile problem. Needs exploration.
• Introduction to consultative selling.

Module 2: Biofertilizers and Biostimulants Segment. 

Content:

• Overview of the market and trends in biofertilization and biostimulation.
• Classification of biostimulants and their modes of action.
• Agronomic positioning of biostimulants (environment, stress, crop, management) and segmentation by use cases.
• Practical aspects of the use of biostimulants: combined applications with fertilizers and/or plant protection products. Complementarity between biostimulation and traditional fertilization.
• Transition from traditional schemes to schemes that incorporate biological elements.
• Success stories.

Module 3: Biocontrol Segment. 

Content:

• Overview of the global market and expected trends in biocontrol.
• Product typology and segments.
• Integration with chemical solutions. Integrated pest management strategies.
• Key indicators and timing of application. Success stories.

Module 4: Market dynamics in the bio-inputs segment.

Content:

• Types of solutions that work in Argentina depending on the existing problems.
• New generation of products and future of the market.
• Value creation in bio-inputs. Measuring profitability and KPIs. Communicating results. Translating benefits into ROI for the producer.
• Reconfiguration of market strategies of traditional companies.
• New business models based on bio-inputs.

Module 5: Development and management of the product range.

Content:

• Comprehensive and systemic vision of bio-inputs.
• Production and product management aspects. Product typology and interactions.
• From the laboratory to the field: Incorporation of bio-inputs into the producer's agricultural system.
• Logistics, handling and storage. Stability, shelf life and packaging.

Module 6: Commercial strategies in bio-inputs.

Content:

• End-to-end consultative sales process. Market development strategies.
• The role of distributors: from pull to push. Distributor strategy: incentives, training, and management.
• Structuring the value proposition. Product storytelling.
• Operational Go-to-market: Sales team training and channel development.
• Differentiated marketing and commercial structures: biological vs chemical.

7 Module: Persuasive communication skills for sales. 

Content:

• Public speaking and communication. Aspects of persuasion in sales.
• Building and delivering compelling sales messages.
• Negotiation tools. Handling objections and resistance to change.
• Rationale and/or argumentation used in product positioning.
• Building trust in customer interactions. Closing sales.

Integration activity and conclusions + Comprehensive analysis of a product and marketing proposal. 

La Universidad Austral has exclusive enrollment benefits regarding current values. These include: corporate agreementsSouthern Community, distance benefits, early registration, among others.

They are subject to quotaFor more information, please consult with the executive in charge.